THE TRUTH ABOUT LIFE INSURANCE, 401(k)s & THE $120 TRILLION WEALTH TRANSFER 💰

13:56Ellis Suazo:Exactly. And so we quickly learned that we needed to generate our own leads. Now, here's the thing about our industry. Have you ever met anybody that wouldn't eventually pass away?

14:09Jasmine Suazo:Never.

14:10Ellis Suazo:So so there's a client for us everywhere. The first thing that we understood in the rule of business is you don't have a real business until you look around and there's nothing but total and complete strangers who support you. So we realize very fast we don't have a real business if only our family members and friends wanted to buy from us. So our approach was partnering with companies, churches, schools, hospitals, restaurants, hotels, small businesses, barbershops, spas. I mean, we would go in and meet with the business owners, the small business owners, and we would teach them how they could do succession planning, preserve their assets and reduce tax implications.

14:53Ellis Suazo:and from there i mean the referrals started coming from business to business is how we really grew now obviously when we would go and facilitate uh workshops within churches i actually just did a huge uh a workshop for a women's conference at a large church in atlanta with over 500 women you have individuals right who are signing up for wealth building consults as a result of that But for the most part, our our target audience is entrepreneurs, business owners. Yeah.

15:24Jasmine Suazo:So, OK, so let's have this conversation. This largest wealth transfer in history is about is about to take place. Right. So what does that mean? And how can families prepare themselves for this? Yeah, there's one hundred and twenty trillion dollars sitting in baby boomer accounts. And it's called the great wealth transfer. and essentially what's happening is the baby boom is still the largest generation in America and they have all the money in America, right? And they don't know what to do with, many of them don't know what to do with the money. And where is the money sitting at? It's sitting in retirement plans, right?

15:58Jasmine Suazo:From pensions to 401ks to IRAs to mutual funds, whatever it is, it's sitting in those accounts. And most Americans 60 years and older, they don't know what to do with that money and they need help, right? And so they don't really have trusted individuals that they can go to. A lot of financial advisors, you know, they only meet with people who have a certain amount of funds. Right. And so they need people, you know, that can help them with 60 ,000, 100 ,000. They need help if they don't have anything. Right. And so with the Great Wealth Transfer, people are looking for options and how they can prepare is understanding what's available from financial advisors, what's available from life insurance companies.

16:39Jasmine Suazo:What's the full scope of plans out there? And what's the best one for me? And so that's where we come in and we talk a lot about, you know, annuity planning. Right. Maybe a fixed index annuity could be beneficial for you. So talk, explain what a fixed index annuity is. So essentially in plain English, it's a personal pension plan. Right. It helps protect whatever money you put into it. 100 percent principal protection. It grows using an index from the stock market. Right. Like the S &P 500. What that means specifically is it allows you to earn interest from the S &P, but not have to worry about losses.

17:15Jasmine Suazo:Now, you may have a cap, right? You can't have all the gains, right? But you can have a good portion of the gains, have a floor zero, which means you don't have to lose anything. And then as well as in retirement, provide you a lifetime income, right? And that is one of the most important things is securing a payment for the rest of your life that won't run out, especially what we have with Social Security, you know, what they're saying about their trust fund running out and cutting back 27 percent of what people are going to be able to receive. Right. So it's a huge crisis right now, you know, but that's what an annuity can do.

17:51Ellis Suazo:Yeah, I want to quickly add to that. One of the things that we teach our clients is the laser test. The way that you properly prepare for this great wealth transfer is making sure whatever investment vehicle you have successfully passes the laser test. Is my money liquid? Is my money safe? Is there a guaranteed rate of return? And are there tax advantages? Again, is my money liquid, safe, rate of return? And are there any tax advantages? And so once we check off all of those boxes, I mean, and by the way, that's actually what baby boomers right now are looking for. They've done the variable vehicles where you can gain and you can lose.

18:32Ellis Suazo:And there's a place for that in all of our wealth building portfolio. There's nothing wrong with riskier opportunities. But the older you get, the less likely you are comfortable losing your retirement savings.

18:44Jasmine Suazo:What do you say to people that say annuities are expensive? fees? Well, typically we don't, we deal with companies that have no fees, especially if it's just for an accumulation period, meaning they just want it to sit and grow. There's many carriers that don't offer any fees because it's just sitting there. Right. And then for those that's looking for, for example, like a lifetime income, those fees are less than 1%, you know? And so if you deal with any, you know, specific variable account, it could be anywhere with one to 3%. And so sometimes as well, even with those, even with that fee, there's bonuses that the insurance company will give you to as well.

19:26Jasmine Suazo:So the fee, the perks of what you get outweighs the fee by a mile, right? And even some of the annuities we carry have an impairment rider, which is like a long-term Care Rider built in so it can even double the payment for the client as they get older. So it far as outweigh any fee that it has. You said you got started in 2018, which is interesting because we've seen an influx of entrepreneurs. And we talked to a lot of entrepreneurs, some of them know business, some don't. Some get money, but they don't have the long-term vision. I wonder, as you're talking to entrepreneurs, what's the first couple of steps that you're trying to get them to understand is it the mindset shift like how do you approach the new age entrepreneur who started business over the last five years has money here's the term generational wealth has no idea how to get to that point yeah i think the first thing that we would tell them is

20:23Ellis Suazo:you got to know the the four cash flow quadrants right there are four ways that income is generated in the world that as an employee self-employed business owner and investor i think we have a lot of entrepreneurs who are self-employed today and mistakenly calling themselves business owners because they have an LLC and an EIN. But there are certain habits, discipline, mindset, systems, and infrastructure that will allow you to matriculate each quadrant. And so you got to know as an employee, someone else is in control of your time, which means someone else is in control of your money. Self-employed, you are in control of your time, which means your income is limited to the 24 hours that you have in one day.

21:07Ellis Suazo:But then the top one to 10 percent income earners are on that right side of the quadrant, either business owners or investors. Now, business owners income is not even predicated on their time. It's predicated on the system. So the first thing that I would teach any new entrepreneur and that we do all the time is you must have a solid system. Now, the wonderful thing is, I mean, guys, this what we're talking about today, and I'm sure, Rashad, you would agree, this is not a new topic. The Rockefellers wrote a book about it.

21:41Jasmine Suazo:Ernest, what's up? Look, you probably think of Walmart as the store that carries just about everything under the sun and maybe not as the place to discover small brands. Well, two things can be true at the same time, because Walmart is home to thousands of small brands founded by people who had an idea, took a chance and built something of their own. Behind everyone is a real story and a lot of hard work. So why not take a little time to recognize all the people building small brands across the country and support everything they're creating? Walmart is proud to give those brands a place on its shelves and online.

22:14Jasmine Suazo:It's never been easier to find and support small brands. So take a look at Walmart. You might come across something new, something unexpected, or a brand whose story speaks to you. You never know what you're missing until you look. Discover thousands of small brands at Walmart.com.

22:56Jasmine Suazo:users worldwide already using ChatGPT for work. Download the ChatGPT desktop app or contact sales to learn more. We talk a lot about ownership and one of the most important assets you can own is your digital real estate. Too many entrepreneurs rely on social media platforms they don't control. Your website should be the center of your business. Framer helps you build a professional website without all the friction. It's more than a website builder. It's a complete website platform. Your entire team can collaborate in real time, make changes instantly, and publish updates in minutes instead of days.

23:31Jasmine Suazo:Framer's AI agents work alongside your team to create content, refine pages, manage your CMS, and optimize your SEO all in one place. And because everything stays editable on the same canvas, you maintain complete control over what goes live. That's why everyone from startups to Fortune 500 companies and brands like Perplexity and Miro trust Framer to power their websites. Learn how you can get more out of your site from Framer specialists or get started building for free at Framer.com slash earn for 30 % off a Framer Pro annual plan. That's Framer.com slash earn for 30 % off. Framer.com slash earn.

24:10Jasmine Suazo:Rules and restrictions may apply. earners what's up look we already know that your housing payment is probably your biggest monthly expense but what if it could actually help you build rewards you've probably heard about built from letting renters earn points on rent now they've taken it even further as of 2026 homeowners can earn up to 1.25 times points on their mortgage payments that's possible through built's new lineup of credit cards the palladium card obsidian card and blue card whether you rent or own there's a car designated to fit your lifestyle while helping you earn flexible rewards.

24:45Jasmine Suazo:Those built points can be redeemed for flights, hotels, Amazon purchases, future housing payments, and more. They've even been recognized as one of the most valuable reward currencies in the industry. So if you're already making your housing payment every month, why not make it work harder for you? Head over to jointbuilt.com slash leisure. That's J-O-I-N-B-I-L-T dot com slash leisure and find the card that's right for you. Make sure you use our link so that they know Earn Your Leisure sent you. Terms and limitations apply. Subject to approval and eligibility. Bill cards are issued by Column N.A., member FDIC, pursuant to license from MasterCard International Incorporated.

25:26Ellis Suazo:How to leverage the life insurance industry to build multi-generational wealth. I think that we got to open up these books and really put these, because these systems and process. He still worked today. So the first thing is to build a system. The second thing is to build a marketing strategy. And the third thing is to leverage artificial intelligence, not to replace you, but you need to train artificial intelligence on what you needed to, how you needed to perform and where your company is headed. And so the last thing I would say is coaching and get you someone who has a proven track record in our industry.

26:04Ellis Suazo:There are really two pathways. You can have a producer and you can have an agency owner, right? And so what do I mean? One person pushes policies, another person builds leaders within the industry.

26:18Jasmine Suazo:So how do you feel about variable notice?

26:21Ellis Suazo:So you want to talk about the three ways that money grows?

26:24Jasmine Suazo:Yeah, let's talk. Yeah, so there's three ways money grows, right? There's fixed accounts, index accounts, and variable accounts, right? And so a fixed account, think of a CD at the bank, right? Slow and steady, fixed interest, nothing exciting, but you're going to get a little bit. Index account, well, let's go to variable. Variable account, you can get all of the gains of the market and then all of the losses in the market. And then you're also going to pay some fees to a broker or a 401k plan, for example. There's fees there. And then the last one is the index where it takes the culmination of both, right?

26:54Jasmine Suazo:It gives you the floor of zero, which is the safety of fix, right? And then it gives you some of the growth of the variable account. So for a variable annuity, if I'm in my my late 50s, 60s, I'm not I'm telling the client, do you want to continue to ride the waves of the up and down of the market? Because there are some people that want to. So it's not my job to say this is bad or that is good. My job is to say is what I have what you want. Right. And so my opinion, if you want to ask me my opinion, though, my opinion is if it's my mama, I'm not putting in a variable annuity, you know, at this point because of the, you know, the waves of the market right now.

27:39Jasmine Suazo:I need some certainties and guarantees for her. And, you know, that's what we deal more with the fixed index. But variable can be very good. Obviously, if you're in your 20s, 30s, you want to aggressively accumulate more. That can be a great vehicle for you. So let's talk 401k plans. Because I know y 'all have some thoughts about that. I was in education. We have 403b. I remember coming into that space and not even knowing what that was. Yeah. Most people don't. No. They don't know what it does, if their employer matters, none of the things. Yeah. But the idea that this system might be broken.

28:13Jasmine Suazo:Oh, yeah. It's something that most people don't talk about. Why do you say that? Yeah. So, you know, I believe the 401k is the worst retirement vehicle in America. I know I draw a hard line in the sand when I say that. But if you go look at statistics, not one single person has been able to sustain retirement solely based off that plan. Right. And essentially in America, we had a initially I should say we had a three legged stool plan. Right. Which was we had a pension. We had a 401k and we we had personal savings. Right. Yeah. I'm sorry. We had a pension, personal savings, and then we have Social Security.

28:50Jasmine Suazo:Right. So that was our three legged stool that was supposed to sustain us. But then they had a little problem. We started living too long. So you can work 30 years for a company. But then on top of that, you can live another 40, 50 years. We just came back from Chicago. Her grandmother celebrated 100 years old. Right. So if people are living long, the jobs are saying the companies are saying, hey, we can't sustain paying you that long. So we're going to have to give you the autonomy to not run your retirement. We're going to introduce this 401k plan and you figure it out. Right. We're going to give you some accumulation.

29:23Jasmine Suazo:We're going to give you some pre-tax growth, but it's on you to figure out the retirement. And whether you went to school for engineering, a teacher, you know, a lawyer, a doctor, you don't know anything about finance and compounding interest and guarantee streams of income. And so you look up 30, 40 years and you're like, where's my money? right 2018 we saw a financial crisis where people in their 60s lost anywhere between what 25 to 35 percent of their 401k money and now they can't retire you know and so any financial professional any great one will tell you hey you can't have all your a's in one basket but i don't necessarily know too many financial professionals today really pushing 401ks so what would be the alternative because it does have a lot of advantages, obviously, tax standpoint.

30:12Jasmine Suazo:For most people, that's where most of their money is saved, retirement. So if somebody did not participate, and if the company matches, that's free money. So what would be the alternative? So my alternative is, so if I'm speaking to, especially our age, millennials, I'm now telling them about IULs. You know, hey, you can put into this plan. Now, obviously, you got to use after-tax dollars, right? So you lose that tax deferred. But the thing about taxes is we don't know how much taxes are going to be in the future. Right. And so, yeah, I may have that tax deferred. I may get that little bit of three percent from my job, which is essentially a cash balance plan for the company.

30:51Jasmine Suazo:And they get a tax write off for that. But you as the employee don't get a tax write off for that. Right. And so you can use an IUL, for an example, which is an index universal life designed properly. You know, you can minimize the death benefit to maximize the cash value growth, getting compounded interest from an index. And many studies have shown over the years you put a 401k in the S &P 500 versus an IUL with just a cap of nine percent. And you're going to see over 20 years, 30 years, long term, not short term, right? Long term that this vehicle, IUL, is going to give you more. If you fund it properly, use it properly, it'll be there and it'll be more.

31:33Jasmine Suazo:And in some instances, in some companies, we have the ability to turn those IULs into a lifetime income rider where it can pay you out to as well. And those funds are tax advantage, meaning that you don't have to pay taxes on the gains in that IUL, which is a huge benefit. When you say funded properly, explain what that means. So it's not to it has to be over the target premium, which is the cost of insurance. Right. And so there it is. That's important for people to understand. Yeah. Because a lot of people, they under they underfunded. Correct. That causes problems. It does. Because then that policy can lapse.

32:09Jasmine Suazo:So who would want to overpay it unless they fully educate on why you're over? Nobody wants to overpay for anything. Exactly. A hundred percent. So we don't sell IULs as a as a death benefit, a death policy, because it's really not that. Right. And by the way, it's not for everybody. It's this is not for, you know, I got fifty dollars a month, man. I'm trying to become a millionaire. It doesn't work like that. You know, this is for business owners. We structure a lot of IUL policies. You know, people are paying, you know, they're doing lump sums. You know, they're dropping$10 ,000,$20 ,000, paying$1 ,000 a month, you know, low death benefit,$150 ,000.

32:44Jasmine Suazo:Like, that's where it's at. Now, if you're 20 years old, man, you could start something and then work your way up. You can start$200 ,000, you know,$150 a month and build up over time because your cost of insurance is low. So let's fully explain this for people, right? It's a base premium that, let's say you have a$300 ,000 policy. Base premium, minimal, right? Let's say$50 a month. That's the minimum amount that you got to pay to keep the policy going. Target premium, which you say, which is, that's like the recommended. And then there's the maximum. If you do over to that, it becomes taxable.

33:18Jasmine Suazo:That's correct. Right. Yeah. You want to do to the max or close to the max, right? Yeah. Close to the max. Cause that's where you over to, that's where you could really get the compounding interest. Right. Right. Yes, sir. So you will always recommend, cause even if somebody has a policy, you would recommend for them to know, cause people don't even know what their max amount is that they could put in per year. you would recommend that they know what their max amount is and try to do up to the max. Correct. So we always educate everybody, say, hey, this is where your baseline is. This is where you want to be.

33:47Jasmine Suazo:Can you do this? And sometimes if they can't, then we adjust it. We can drop. So like you said, 300 ,000, they may need to drop that down to 200 ,000. We may need to drop that down to 100 ,000 so that their comfortability is at that max. but that policy is not too expensive to where to eat up the money that even from an irs standpoint that lets you know that it's it has great tax advantages because the irs sets a limit correct because after that what does it become a modified endowment contract it comes to mech yep so you don't want that people don't even know that though yeah but it's like for the irs to set a limit that lets you know that because if it would really educated people would do they would just dump millions of dollars into the policy because it's tax advantage so that fact that the irs even has a cap earners what's up look you probably think of walmart as the store that carries just about everything under the sun and maybe not as the place to discover small brands well two things can be true at the same time because walmart is home to thousands of small brands founded by people who had an idea took a chance and built something of their own behind everyone is a real story and a lot of hard work.

34:56Jasmine Suazo:So why not take a little time to recognize all the people building small brands across the country and support everything they're creating? Walmart is proud to give those brands a place on its shelves and online. It's never been easier to find and support small brands. So take a look at Walmart. You might come across something new, something unexpected, or a brand whose story speaks to you. You never know what you're missing until you look. Discover thousands of small brands at Walmart.com.

35:50Jasmine Suazo:users worldwide already using chat GPT for work. Download the chat GPT desktop app or contact sales to learn more. We talk a lot about ownership and one of the most important assets you can own is your digital real estate. Too many entrepreneurs rely on social media platforms they don't control. Your website should be the center of your business. Framer helps you build a professional website without all the friction. It's more than a website builder. It's a complete website platform. Your entire team can collaborate in real time, make changes instantly, and publish updates in minutes instead of days.

36:25Jasmine Suazo:Framer's AI agents work alongside your team to create content, refine pages, manage your CMS, and optimize your SEO all in one place. And because everything stays editable on the same canvas, you maintain complete control over what goes live. That's why everyone from startups to Fortune 500 companies and brands like Perplexity and Miro trust Framer to power their websites. Learn how you can get more out of your site from Framer specialists or get started building for free at Framer.com slash earn for 30 % off a Framer Pro annual plan. That's Framer.com slash earn for 30 % off. Framer.com slash earn.

37:03Jasmine Suazo:Rules and restrictions may apply. earners what's up look we already know that your housing payment is probably your biggest monthly expense but what if it could actually help you build rewards you've probably heard about built from letting renters earn points on rent now they've taken it even further as of 2026 homeowners can earn up to 1.25 times points on their mortgage payments that's possible through built's new lineup of credit cards the palladium card obsidian card and blue card whether you rent or own there's a car designated to fit your lifestyle while helping you earn flexible rewards.

37:38Jasmine Suazo:Those built points can be redeemed for flights, hotels, Amazon purchases, future housing payments, and more. They've even been recognized as one of the most valuable reward currencies in the industry. So if you're already making your housing payment every month, why not make it work harder for you? Head over to jointbuilt.com slash leisure. That's J-O-I-N-B-I-L-T dot com slash leisure and find the card that's right for you. Make sure you use our link so that they know Earn Your Leisure sent you. Terms and limitations apply. Subject to approval and eligibility. Bill cards are issued by Column N.A.

38:14Jasmine Suazo:Member FDIC. Pursuant to license from MasterCard International Incorporated. Let's you know that that's something that's beneficial because why would they even set a cap if it's not beneficial? Right. Right. And that's definitely something, you know, we'll definitely get into a lot of details you know at invest fest talking about you know the tamra the defra you know the 7702 all of the rules that's in place so people understand because it sounds great it's like what sounds too good to be true well no there's rules in place irs you know got some rules in place obviously if the irs got rules then somebody messed it up all of us right it's like you saying you know back in the day people were just dumping millions of dollars into a ten thousand dollar policy and irs is like wait a minute hold on what y 'all doing yeah we got to set some limitations here yeah it's interesting i feel like i'll start looking in right the guy not in the traditional financial services there's the three types of people the people like you told them about life insurance and it's like i ain't thinking about dying i'm not trying to do that then you get the next tier of people where it's like okay i'll get it and it's in case things happen yeah right in case something happens i'll have insurance and it's that last tier of people who actually figure out that this is for wealth creation and not protection For sure.

39:29Jasmine Suazo:Like, how do we get like the first tier to the top tier? Like, what are some strategies? What are the things that you're seeing that are helping people shift that mindset of like, nah, this is not just protection. It's wealth creation. Yeah.

39:42Ellis Suazo:One of the things is just education and not general education, but don't be afraid to actually show up online and reveal to people that you know what you're talking about. Right. So you can show that through case studies. You can give real life examples. None of the things that we're talking about are foreign. These are today's realities. There is a huge retirement crisis happening right now. So make people aware that there is a problem, but there's also a tangible solution. But you do need to meet with a licensed professional, someone that knows how to custom design and properly structure a policy for you.

40:22Ellis Suazo:We call them legacy plans. But right now on our social media, you're I mean, we are flooding the Internet just with education, teaching people not just the different types of insurance, but how your policy should be structurally should be properly structured. But also the living benefits to your point. A lot of people, when they think of life insurance, they immediately think what death funeral expenses, final expenses. But when wealthy people hear life insurance, they immediately think wealth because they've been programmed to think this way. So really reprogramming the public's and specifically communities of color relationship with the within this industry.

41:04Ellis Suazo:And so I think we do that really well. We also host I mean, we're hosting twice a week community workshops where anybody in the community can come into one of our offices in the U.S. for free and literally have a one hour workshop where they can learn not just how to properly design and structure these plans that we're talking about. But even if they want to earn additional income and become a licensed agent, we're teaching them how to do that as well.

41:34Jasmine Suazo:So talk about life insurance from a standpoint of wealth accumulation, because you said most people think of it strictly from a death standpoint. We talked about modifying down the contracts, but really break it down on if somebody came to your office and you have to educate them on. They got the death benefit part, wealth accumulation, how you can actually use it to benefit yourself. yeah um so in a city like atlanta man you know everybody wants to get into real estate right and so we understand what people are trying to do because obviously real estate is a great way to grow wealth for yourself and so to get in the game you need money right and so i got a lot of young guys that come to the office said you know man i want to get into real estate ellis man how do i do it and i said you do know you came to an insurance conference right you know but I say, well, a lot of insurance, you know, I'm sorry, a lot of real estate investors use life insurance policies and say, what do you mean?

42:35Jasmine Suazo:You say, well, they'll take an IUL the whole life of cash value you plan and they'll start growing their money in there. Right. And then I said, if you got a group of five of you guys, young guys, right, group of five guys, y 'all start investing into your IUL policies and grow money. Right. You can then take money from your policy. Let's say five years from now, 10 years from now, each of you take 10, 15,$20 ,000 loan out of your policy. Then you can go start a real estate investment trust. Right. So now five of you have brought 20 grand. Now you got one hundred thousand dollars for a REIT. Now you can go take that REIT and now you can go start investing in real estate for yourself as a start.

43:12Jasmine Suazo:Right. As a plan, because ultimately a lot of people want to do that. Right. And if something goes wrong, guess what happens? My liability is what? Nothing. Because I took money from an insurance policy, did a REIT. It's not 100 percent nothing, but there's there's a easy there's a better way of, you know, getting out of some problems and situations by doing it that way. Because you didn't take a hard line of credit out. Right. And so that's one example for, you know, people that want to do something else, you know, buy, you know, you buy your car from that because you essentially you take a loan from yourself.

43:46Jasmine Suazo:you could pay yourself back and when you pay your loan back to your insurance policies essentially nothing in interest because you paid the loan back to yourself right and so there are many different examples of that uh of strategizing and using it you know for wealth building right and obviously one of the biggest plays is the real estate one that's a lot of game that's a whole lot of game jazz you you alluded to ai and working with it outside looking in again it feels like the technology is going to be disruptive to financial services. I wonder how you guys initially, maybe 2023, are looking at this thing like, hey, we see this is coming.

44:24Jasmine Suazo:How can we implement it to make our policies or our systems more efficient and how you see it changing the future of what financial services is like going forward?

44:33Ellis Suazo:Yeah, that's a great question. I think it would be, we would all be naive in financial services to think that AI is not going to replace those who are ill prepared. I think it will. I think people who don't know and they're afraid of it, they're not taking the time to learn it, but more importantly, to leverage it, they are in jeopardy. And so I always say, I think there's three types of intelligence. I think at the highest level is divine intelligence, which is God for me. The second level of intelligence is human intelligence, which is built off of experience, and expertise so that can come from education.

45:13Ellis Suazo:And then the last type of intelligence is artificial intelligence. Well, the way that it should go is top, middle, down, not AI tells the human, the human tells God. So one of the things that we do is we teach all of our agents how to leverage artificial intelligence for their marketing strategies, but also for client communications. And so now all of our client touch points We're leveraging artificial intelligence to write them obviously With a human being right monitoring them Also all of our client touch points our communications with the carriers Our social media strategies Meta is I mean we're leveraging ai to run ads Not just by the way in the language of english, right?

46:02Ellis Suazo:Because because money has no regard for language And so now we can run ads whereas my husband and I only speak in english Now I can run ads in Chinese and Japanese and Spanish. And so it allows us to reach a market and a demographic and explain these technical concepts in a way that's easy to grasp. But it's in their language. And so those are just some of the ways. But just also projecting the future of where specifically our industry is headed. So, you know, taking all of the historical data for the retirement crisis, Ellis talked about earlier how the American retirement structure was originally this three legged stool.

46:47Ellis Suazo:Well, that stool is now completely broken. And so leveraging all of the historical research for us to craft a campaign to be able to fill that specific gap. So for us, artificial intelligence has made us more of a sniper. Right. So our solutions, our language, everything is really tailor fit for the exact problem that Americans are facing today. So it's taken the guessing game out of it. Right. So we bring our human experience with the data and the statistics with today's realities, masking all of that information into one post. And we've noticed our conversions are a lot higher.

47:28Jasmine Suazo:Um, so let's talk about term for like the idea of by term, invest a difference. What do you, what do you say to that? Most people that by term don't invest a difference. If you did, if you did, if I did, if, if, if, if somebody came to you and said, look, I have a plan that I have a family. So I want to protect my family. I want to take my wife, my kids, but I also, I like to invest. I watch, you know, market one days. My plan is to buy a 20 year term policy and then I'm just invest everything else that I have on discretionary income into the market. Well, we would go through the laser test like we discussed earlier.

48:10Jasmine Suazo:Obviously, we definitely do what's called an insurable needs test first. Right. And say, OK, what's your debt and death? You know, what's your income? You know, let's take a look at how much income replacement that you need, you know, based upon youngest age of a kid or just a 10 year plan for a spouse if something happened to you and then the cost of the mortgage. Right. We cover those things. Essentially, most Americans need at least a million dollars in coverage. You know, that's your standard American family, husband and wife. Husband needs a million. Wife needs a million dollars trying to cover the house, cover the kids, get them to adulthood.

48:45Jasmine Suazo:It's not going to make anybody rich in today's. At least a million. At least a million. Today's climate is not making anybody rich, but it's making sure that we can get to get those kids to adulthood. And if I lost my spouse, give me time to heal, recoup, and then, you know, get back to work if I need to. Right. Right. But then after that, you know, we implement the term plan. We really see how much discretionary the person needs. And if they have enough to go really invest, that's out of my realm. I say, absolutely. You should go ahead and invest that difference. You know, if you want to take a look at mutual funds, stocks, Bitcoin.

49:18Jasmine Suazo:Right. But just making sure that you have some foundation first. Right. To your financial plan. You know, what retirement plan do you have in place to do? Are you putting into a Roth IRA? night i would definitely go that route first before going you know the next phase investing so if you got your insurance plan you got a roth ira which you can get a roth annuity to as well and then if you got anything left right now you can go and invest that because now you have this foundation set so if you lose the investment you're not worried about it because i have these two things in place and you can combine it yes if you can't afford because every my philosophy every black man needs at least a million dollars of life insurance.

49:59Jasmine Suazo:You agree with that? Absolutely. I agree. Give them a convincing argument. Give black men who have traditionally been under, underinsured for a long period of time. He convinced me, y 'all give the argument, give the argument why every black man in America needs at least a million dollars of life insurance, man. Well, as a couple of things, you know, I would, I would start with, you know, first off is taking care of our kids. Cause a lot of our black men, we have kids. We got to take care of those kids if something happened to us. Give those kids a better chance than you had. If you really about generational wealth, you really about generational empowerment, give your kids the birthright that you didn't have.

50:38Jasmine Suazo:Because I wasn't born with a silver spoon. I grew up eating bologna sandwiches and government cheese. So I want to make sure that my next generation has that birthright. OK, that's one. The next thing is, unfortunately, black men are under attack when it comes to medical problems, more diabetes, more heart problems, high blood pressure. So these even these term policies that we we have, they come with living benefits. So any event any one of those major conditions happen to you, that money will be paid out to you while you're alive. You don't have to pay any taxes on it. You don't have to pay it back and you don't even have to report what you did with it.

51:16Jasmine Suazo:Right. So you can receive upwards to a million dollars cash from the insurance company if you qualify for it from one of those major, major conditions. And then excuse me. And then the last thing I would say is, you know, Master P brought this up one time. You know, Master P said if we had every black man in America had life insurance every time someone passed away and they had to pay that money out, more lobbyists and more politicians and more things would be would get involved to change our communities, to get us better health care, to get us better education, to give us better resources in our communities.

51:56Jasmine Suazo:If every black man had a million dollar policy. And it's a way to help, you know, close the wealth gap. Absolutely. If we don't if we don't continue to do something, the black wealth in America will disappear by 2059. That's what the projections are saying right now.

52:12Ellis Suazo:I think one of my favorite parts about that is that a lot of people don't realize life insurance, death benefits bypass probate court. And so African-Americans are more likely to pass away and leave behind debt. Whenever you pass away those credit cards student loans car loans If especially if you have a cosigner your family can inherit that debt But life insurance is the asset that would allow you to bypass What does that mean debt collectors cannot have a say and come fishing for that money? It's going to go directly to your children directly to your wife So a lot of people, you know, if you don't have life insurance as the foundation when we talk about the four homes of money.

52:57Ellis Suazo:Life insurance is the foundation on how not wealthy names, not rich people, but wealthy families. We're talking about people who've been able to sustain and continue to grow wealth generation after generation. So there are four homes of money. You have the life insurance industry first, you have the banking system, you have real estate, and then you have the stock market. Now, to your point, there's something called the rule of 100. And all it's quite simple because we are firm believers that your wealth building portfolio, your strategy should be comprehensive. What does that mean? It should actually encompass variable accounts.

53:41Ellis Suazo:It should have fixed accounts. It should also have index vehicles. And so in the rule of 100, what you do, Everybody can do this right now at home. Take the number 100. Subtract your age from that number. So if you're 40 years old, 100 minus 40 is 60. No more than 60 percent of your wealth building portfolio should live in a variable vehicle. What is a variable account? A variable account is an account that has safety, but no growth. Right. Meaning you have you're exposed to market volatility. That's what variable is. You can make a lot, but you can also lose every growth, but no safety. Correct.

54:18Ellis Suazo:Grow. Yes. Correct. Growth, but no safety. Thank you for that. That's a variable vehicle. No more. The rule of 100 tells us based on your age, no more than that number. So 100 subtract your age. No more than that number should be inside of a variable account. So that's what I would tell someone who's saying by term and investor. This is also why it's important for agents to be full service, not only be biased to one type of product, one type of carrier, because I don't want to serve one type of community. Right. And so I always am leery whenever there's an agent who can only represent one company.

54:56Ellis Suazo:I want the best of the best under my portfolio suite. Whether you have$10 a month, you're barely making it. You are still, you still deserve to leave a legacy behind.

55:08Jasmine Suazo:So I wonder this, right? Cause yes, I believe everybody should have insurance. At what point, at what age should we start getting these affairs in order? Right? Like I was 26 when he sat me down. I didn't have a kid. I didn't have a wife, but he convinced me. Right. And I obviously just wanted to support his business, but I was surprised. I saw some high school students last year that were talking about Roth IRAs already, 18 years old. I'm like, oh, wow. So is there an age or, I mean, when should people start really getting these affairs in order? And then I got a second question, but I want to hear this first.

55:40Jasmine Suazo:Today. Today is the youngest that you will ever be. Amen. Right? So I tell anybody that asks me that question, it's today. You know, and so, well, Ellis, what if I got a kid? Start it today for them. You know, so he said, and especially when it comes to insurance policies, you know, you can't buy term if you're not 18 years or older. But if I can start a cash value plan for a kid, as soon as they get their Social Security number, that's when the insurance companies allow you to get a life insurance policy. As an example, the Rockefeller family, as soon as a kid is born into the family, they immediately start cash value life insurance policies for those kids.

56:16Jasmine Suazo:Right. So that by the time they're 18, 20 years old, they want to start a business. They want to go to school. They want to get in real estate. They take the loans out from their policies. Right. And so that's what I would say. Start, you know. So when I started, I was in my my 20s. You know, I saw a article. I saw something online and was like, man, I need some life insurance, man. I got a kid back in New Orleans. Anything happens to me. I want to get a million dollar policy, you know. And so I set something up and then from there was ignorant to the rest of it until I actually got into the industry because I had no guidance.

56:51Jasmine Suazo:Even the person that sold me the policy was just some random person I found online and didn't educate me. Right. And so I would encourage everybody, you know, to schedule a time today to sit down with a with a broker so that you can begin to learn about this stuff so you can implement it today. Yeah. The other part of it, the opposite is true. We've seen families who watched a family aging and decide to get policies on aging family members. So explain how that works in terms of, I guess, wealth creation. But ultimately, we know everybody is going to pass at some point. Obviously, the premiums are going to be a little more expensive, but break that down for the people.

57:29Yeah.

57:30Jasmine Suazo:So a lot of kids come together of their parents and they'll put policy, they'll get together, put their premiums together so that they can pay for their parents policies to leave a legacy behind to pay the house off so they don't lose the house in probate court to taxes. There's no arguing going on because there's a lot of arguing in the black community when someone passes away because we don't have any insurance and we don't have any trust. Those are the only two things that we see that bypass probate court and causes less problems. Right. Nobody can come in and sue us when we got a life insurance policy.

58:02Jasmine Suazo:You know, one, no, nobody from somewhere down the line or uncle say, hey, this person owe me money. Nope. Just go straight over to the person that it needs to go to. And so we're seeing more and more of Gen X is coming together. their siblings coming together to put plans in place for their parents so that they can, you know, they can receive that money and take care of affairs and put the family in a better place when they pass away. So talk about that a little bit, like as far as that strategy of. You recommend that, like as far as if it's three, three siblings. Yeah. The father, mother and they know they have an insurance policy you would recommend because some people might look at that as like, oh, that's morbid.

58:47Jasmine Suazo:You're trying to profit off of, you know, your parents dying, but everybody's going to die. But they're quicker usually to the finish line than you are. Right. That's the reality of it. So, but psychologically, I think you people got to fully understand that part of it. So what would you tell people like as far as planning? Why? Why that's a good idea and why it's not like morbid trying to like benefit. Ernest, what's up? Look, you probably think of Walmart as the store that carries just about everything under the sun, and maybe not as the place to discover small brands. Well, two things can be true at the same time, because Walmart is home to thousands of small brands founded by people who had an idea, took a chance, and built something of their own.

59:34Jasmine Suazo:Behind everyone is a real story and a lot of hard work. So why not take a little time to recognize all the people building small brands across the country and support everything they're creating? Walmart is proud to give those brands a place on its shelves and online. It's never been easier to find and support small brands. So take a look at Walmart. You might come across something new, something unexpected, or a brand whose story speaks to you. You never know what you're missing until you look. Discover thousands of small brands at Walmart.com. Quick one before you jump back in. You're listening for ways to help teams move faster, make sharper decisions, and turn scattered context into work they can use.

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1:02:43Jasmine Suazo:And find the card that's right for you. Make sure you use our link so that they know Earn Your Leisure sent you. Terms and limitations apply. Subject to approval and eligibility. Built cards are issued by Column N.A. remember FDIC pursuant to license from MasterCard International Incorporated. If somebody does. Yeah, I would jump in and say it's not trying to benefit. It's trying to create a generational legacy for the family. Like, what do you want your last name to mean? Right. Someone has to start it. Right. And whoever's the first person to start it, their nose is going to get the bloodiest.

1:03:22Jasmine Suazo:Like, does anybody remember George's George Bush's great, great, great, great grandfather's name? Prescott Bush. There you go. Somebody remembers it. Definitely the Bush family. Remember, right? We know it. Well, right. Somebody started it. So it's like, do you want to be Prescott Bush? Right. Do you want to be Barack Obama? Right. Right. Do you want to be that person that essentially said, I put it on our back. I put it on my back. We put it on our back to make our family become a legacy moving forward. And it's not trying to capitalize off of someone's death. I think as a community, we got to stop thinking, oh, they're not going to get rich off of me.

1:04:06Jasmine Suazo:But that's why we still in poverty, because you're thinking that somebody is going to get rich off of you. And it could actually help, too, as far as if they have a mortgage or they like if they die. Now you don't have to sell a home or can use that money to pay the mortgage. The rich. The opposite is true, right? Nobody's going to get rich off of me. But we could be broke off of you. I might have to go into debt to now pay off the things. Yes. Which which I experienced in my family when my grandmother passed. You know, I didn't want to cut you off.

1:04:38Ellis Suazo:Yeah. To that point, I was going to say all of us are going to leave one or two things behind when we pass away. You're going to leave behind debt or you're going to leave behind wealth. That's it. And that wealth could be your legacy plan. And so one of the things that it's time that we start having this conversation and not thinking that, oh, you know, it's a self-fulfilling prophecy. Guys, we all know the minute you were born one day, we all have an expiration date. Why not be prepared for that? And so to answer your question earlier, I think, and this could be controversial, but I think everybody needs a life insurance policy as early as two weeks old.

1:05:16Ellis Suazo:And it's two weeks old because that's how long it takes for you to have a social security number. And instead of investing$10 ,000 in a gender reveal or a baby shower, I know this may be controversial, put that into an index universal life insurance policy where you have a permanent peace of mind. Or an annuity. You could do a seven pay premium where you literally pay this off in seven years or 10 years. Your child is protected for the rest of your life. And now once the child turns 18, instead of going before a bank or applying for student loans, you go before the family's trustee board. You actually learn how to submit a business plan to your family's trustee board They can approve it give you a hundred thousand dollars to go to stanford yale or howard.

1:06:06Ellis Suazo:Okay, shout out to howard Or howard and now you you know, the family becomes the bank. I think it's time that our community Uh starts to really take our power back. We don't have to go to banks for loans. We can become the bank So, yes, we teach people how to have the siblings come together. One of the things we found is that it actually reduces stress and allows families to properly mourn and grieve. Because there are two things that we know can disrupt the family, weddings and funerals. And typically it's because there's not enough money. There's already a heightened sense of confusion. There's a lot of grief.

1:06:48Ellis Suazo:There may be some regret there. And so if we can at least mitigate the financial lash back, the financial lash, I think we'll be it will be a better service.

1:06:59Jasmine Suazo:So for people that's like the kids, once again, they're like, well, I don't want to think about my kid dying. So I'm not going to put life insurance on my kid.

1:07:07Ellis Suazo:Yeah. Like you would say.

1:07:10Jasmine Suazo:So we I really get into the cash value plan. Do you want your kid to go to college? Do you want to have to pay for it? You know, our current administration has gotten rid of student loans. So you can't get student loans anymore. Pell Grant is only going to be so much. What if you make a certain amount of income by the time they're 18? You're not going to qualify for a Pell Grant. Right. And so you got to come up with an alternative way. Oh, I can start a 529 plan. Well, yeah. What if your kid wants to go to school out of state? What if they what if you live in Louisiana and you get accepted to Howard?

1:07:40Jasmine Suazo:That's in D.C. You can't use a 529 money in D.C. You got to use it in Louisiana. You can only use a 529 in the state that you live in. So you need an alternative option. What if your kid doesn't want to go to school and they want to start a business? Right. And they need money to start their business so you can pull it out of your insurance policy. Right. So don't think of it as a death plan. Think of it as a life plan. right think of it as a way to provide something for your kid when they get 18 20 25 years old where they get they can get the money the access that they need to go do what they want in life i wonder what y 'all think about outside you talked about the administration as you look at where we're headed with with trump accounts which i know you know go public uh i think on july 4th they're trying to have all of them start to get funded and then everybody born after january 1st of next here automatically qualifies as a wealth building strategy taking the the name out of it taking the political affairs out of it just the idea of those trump accounts well i tell you like this is one smart businessman you know what i'm saying he didn't get to where he's at by not being smart and understanding business and so uh i think you know if he's trying to help you know that'll be great uh i'll definitely need to do a little bit more diving into it and what it's about but anything that's trying to help and I'm for it, you know?

1:09:02Jasmine Suazo:So, okay. So before we wrap, let's talk about from an agent standpoint, right? People making a career decision that they want to sell life insurance. They want to be a financial services. They want to do, how do you help agents become successful? Cause most, most people don't make it in the business commission based job. What do you teach them? What's the best practices? Cold calling, cold canvassing project 100, like referrals. why is it a good career path for an agent to go into and how do you make your agents successful

1:09:34Ellis Suazo:how do you help them become successful great best practices yes that's a that's a great question well uh financial services is the number one industry in the world most likely to make you a millionaire period um and life insurance specifically is not just a recession proof But COVID-19 revealed that it's pandemic proof when every other thing industry was recession, recession proof. I think the government humbled all of us and said, hey, we care nothing about that. What is essential? And during COVID-19, which is one of the scariest moments in American history, are the size of our company, the size of our clientele quadrupled because people were reminded how precious life is.

1:10:22Ellis Suazo:My grandmother would put it to me this way on your Healthiest day. You're still sick enough to die And so that's that part In terms of just why it would be a good career option Every single day people pass away every day people retire and every day new people are born Our industry covers all three This industry there's you know, you don't have to qualify for a certain credit score If you have a post you qualify If you want to retire you qualify if you have a job you qualify if you're alive you qualify So what we teach our agents All of what you said from marketing How to actually grow A healthy continuous pipeline of clients without having to cold call or door knock You know, I think ever since COVID, we even ordered DoorDash and Uber Eats.

1:11:21Ellis Suazo:And what do we tell the delivery person? Leave it at the door, right? So we're no longer doing a whole lot of human-to-human interaction, especially with strangers. So how do you grow a business without having a cold call or door knock? That marketing strategy is key, number one. Number two, what are your back-end operations? How have you optimized efficient back-end processes? Whether that looks like onboarding new clients, showing up, you know, Just because you may be an independent agent doesn't mean you can't have the same commitment to customer service and the unreasonable hospitality, the experience that your clients have with you, like some of the big box names.

1:11:59Ellis Suazo:And so we teach that. The other thing is product knowledge. We are actually still boots on the ground in the field with our agents staying abreast of the most innovative strategies new products whether that looks like premium financing whether that looks like properly structuring retirement plans for athletes. You know just having that wide range of product knowledge. And I think the other thing is people skills.

1:12:29Jasmine Suazo:Definitely.

1:12:30Ellis Suazo:I think social media has crippled us. with sitting across from people, having eye-to-eye contact, breaking complex topics down so that a third grader can understand it. You know, our client process only encompasses six steps. We, and it's very simple. I tell everybody, you give me a fifth grader tomorrow with our platform and our blueprint, they will go and build a seven-figure agency. It has to be that simple, guys. Stop making, And I know there's such this huge mystery of who knows, you know, who can outthink the next person. The insurance has been the same. The industry has been the same for over 2000 years.

1:13:10Ellis Suazo:There's only two types of insurance, temporary and permanent. And our greatest advantage is that we don't overcomplicate it. This industry is simple. It's necessary. But you do need a license and you do need product expertise.

1:13:25Jasmine Suazo:My final thing is. You've created a business. You've done it together. I want to hear from you both. What's the most challenging part of working with your partner? Oh, my goodness. Now, depending on the car ride here, that could change. But you've done it for some years now. What is the biggest challenge that you faced? The hardest thing in the beginning is just learning how to work together. And so I think we've sped up the amount of, you know how people say, oh, how did you last 30 years? we've we've made it to 30 years with the amount of experience that we have with each other. And it's because when you only people pretty much only know their spouse when they're home, you don't know your spouse when they go to work.

1:14:10Jasmine Suazo:So you don't know how good they are in communication skills or how good they are with being timely or how good they are with their, you know, just being organized. And then you come together and try to build a business and you're like, oh, my God, I cannot believe this person is this unorganized. So I can't believe this person took that long to go to lunch or, you know, it's just learning that learning those those little quirks that you have. And I ain't gonna lie to you, man. Beginning is it's a lot of arguing. We had a lot of arguments. He had a lot of arguments, but it made us stronger. It made us tougher.

1:14:47Jasmine Suazo:And it made us to the point was like we can overcome anything. Because if you learn how to work with your spouse, you become an unbreakable force. I feel you.

1:14:58Ellis Suazo:Yeah. Yeah. I think I agree. You know, it's I, you know, being married to my business partner has reinforced my love. It's strengthened my level of vulnerability, you know, because there is no hiding here. so we know each other's strengths weaknesses fears insecurities um we process issues i do think the friction comes in when we have to be each other's accountability partner that's tough yeah because you know even in the beginning we had to set a hard line like look ain't no business in the bedroom when you cross this threshold we're not talking about systems you know new technology, you know, and you got to set those boundaries if you're in business with your spouse.

1:15:52Ellis Suazo:You know, there's some moments where my husband, he wants me to be jazzed, you know, his wife, his woman. And then there are other moments I'm his business partner. There are moments where he's my friend. You know, I just need advice from a friend. And some of that is, you know, he's able to sense when, you know, I've been either under a lot of pressure or I'm just going, going, going, whether that be traveling back to back and he's able to say babe you know when you make it back in town take two days off go to the spa i need that i need that not from my business partner

1:16:26Jasmine Suazo:but i need that from my husband yeah um talk about invest fest what do you guys have planned are you speaking at invest fest yeah um yeah give us the rundown for that man invest fest is going to be crazy we're so excited uh to be there everything that you just heard us talk about here, man, we're going to be diving deeper into that, you know, how you can really put these plans in place for yourself. You know, we'll be setting up afterwards and meeting with people at our booth, obviously, on how to set the plans up and then also how to become an agency owner, how to build a seven-figure agency.

1:16:58Jasmine Suazo:We're going to dive into that too as well. And so, you know, a lot of information is going to be given there, man. We can't wait to get there to help people set the foundation and just really understanding what this industry is. And then add on top of that, Right. With everything else that's going on in InvestFest.

1:17:14Ellis Suazo:I would just I mean, I would add kudos to you to the energy in that place is insane. Yeah. The hunger from the people who attend InvestFest. It's a match. We've attended hundreds of financial conferences. But to see the hunger man from people who look like us and they they're just they're coming to learn. they're ready to invest right um and so if if you you know are coming and you like hey man i want a legacy plan i want a legacy that outlives me i didn't come from a wealthy family but a wealthy family will come from me then you definitely want to make sure you attend our workshop because we're going to be talking about everything from you know how to leverage the life insurance industry to get into real estate investing we're going to be talking about how to leverage the industry for proper retirement planning, tax write-offs.

1:18:09Ellis Suazo:I mean, we got so many jam-packed gyms. We're going to be doing some role-playing. We're going to be calling some people up on stage. And like Ellis said, you know, it's really going to culminate to, we're going to be doing 30 free on-site wealth-building consultations every day at InvestFest. So we're looking forward to it.

1:18:30Jasmine Suazo:I'm looking forward to it. That's right. I like that line. I didn't come from a wealthy family, but a wealthy family will come for me. That's powerful. Yeah, we're going to go with that. That's impactful. Well, make sure you guys are there August 7th through August 9th in Atlanta. How can they follow your social media, your website, all that stuff? So mine is just my name, Ellis, E-L-L-I-S dot S-U-A-Z-O on Instagram and Facebook. And then Wealth Academy Network is our business page.

1:19:00Ellis Suazo:And then I am Jasmine Swazzo on all platforms.

1:19:03Jasmine Suazo:There you go. There you have it. Thank you guys for rocking us. See you next week. Peace. Peace. Ernest, what's up? Look, when you think about discovering small brands, what store pops in your mind? Well, it should be Walmart. Seriously, Walmart has thousands of small brands, and they're all in one place. Just go online or in-store, discover, and shop. It could not be easier. Every one of these brands has a real story and real people behind it. They're true American success stories, and you can find them all at Walmart. Discover thousands of small brands at Walmart.com today.

1:20:02Jasmine Suazo:You've worked hard for your money. Now make sure it's working hard for you. Download the Empower personal dashboard or visit Empower.com. Not an Empower client paid or sponsored. When traveling for events or festivals throughout the country, every dollar matters. We compare flights, prices, hotel rates, and restaurant options. So why wouldn't we compare rides? Personally, I always check lift before booking a ride. Prices can change throughout the day depending on traffic, weather, and what's happening in the city. If you're headed to a concert, out to dinner, or catching up with your friends on a Friday night, taking a few seconds to check lift could leave you with more money to enjoy the experience.

1:20:41Jasmine Suazo:Save money. Check lift. Before you sign off, you tuned in for ways to help teams move faster, make sharper decisions, and turn scattered context into work they can use. ChatGPT for Business can help. ChatGPT for Business gives teams a shared workspace with admin controls, permissions, and access to work and codecs in ChatGPT. This means your business can move from question to answer and code to rollout quicker. Join over 10 million business and enterprise users worldwide already using ChatGPT for Work. Download the ChatGPT desktop app or contact sales to learn more.

1:21:18Ellis Suazo:This is an iHeart Podcast. Guaranteed human. Thank you.