The Truth Concepts Blog
(New to TC? Click Here!)

Welcome to the Truth Concepts Blog. We’re delighted you are here! You’ll find many examples and tips for using Truth Concepts in our posts, along with other helpful information you can use in your business. Have you heard about our Free Thirty-Day Trial? Click here for details. Looking for something in particular? Check out the Categories in the Menu on the right. Click on a Category to view posts relating to that topic or Truth Concepts calculator. The “Truth Tips” category is for quick tips and updates on various calculators. Please note

Read More

The Limitations of Financial Planning and Forecasting

The numbers don’t lie, or so the saying goes. While this is the simplest turn of phrase, it’s not exactly the whole truth. It’s not necessarily the numbers that are the issue, but the interpretation and application of the numbers. This just so happens to be one of the primary limitations of financial planning and forecasting, in general.  Financial Planning Issues to Consider The thing about the typical financial planning industry is that projections and math are used to show people idealistic scenarios without all the proper contexts. For example,

Read More

Should You Take Social Security Early and Invest It?

Should you take social security early and invest it? This question can come up often when helping clients secure their financial future. However, the answer is a resounding no in most cases. Taking an early social security benefit only works to remove dollars from your client’s future assets, when the future assets are less certain.  Social Security benefits can supplement income, yet should not be considered the bread and butter. In general, we recommend delaying benefits for the optimal impact and finding other ways to supplement income. This includes working

Read More

Truth Quotes, Part 5

The time has come for another round-up of quotes from Todd Langford, and some others, that we’ve gathered during our last Truth Training and TC 360 in 60 sessions. We hope these quotes inspire you on your journey to seek the Truth, and help clients do the same with their finances. (Quotes are from Todd Langford unless otherwise noted.) Quotes on Financial Math “If the numbers are right, they don’t matter. If the numbers are wrong, they don’t matter.” “The point is, calculators can calculate numbers, but they cannot calculate

Read More

5 Cognitive Biases in Behavioral Finance and Entrepreneurship

If you’re a financial advisor, you are also likely an entrepreneur on some level. Entrepreneurs are innovators, problem solvers, and highly motivated business people: these are just a few of the characteristics that make an entrepreneur stand out. Often, entrepreneurs are driven to stay at the cutting edge of their industry, through reading or listening to books and podcasts, or by attending summits and events. Yet in this pursuit of knowledge and growth, we can often get in our own way. That is, the cognitive biases in behavioral finance or

Read More

6 Ways to Prepare for Truth Training in Houston

Truth Training can be an incredible time to learn the Calculators directly from Todd, as well as benefit from a room of like-minded people. It’s for this reason that we decided to include an annual Truth Training ticket with your TC 360 membership: because it gives you every opportunity to get in the room and make major progress.  We also recognize that Truth Training can still take some time and preparation, even WITH a ticket. So we want to make that prep work as streamlined as possible. That way, on

Read More

Is Convertible Term Life Insurance Worth It?

In the life insurance space, we spend a lot of time talking about whole life insurance vs. term insurance, or whole life vs. universal life insurance. We spend so much time, in fact, that we forget to talk about convertible term insurance. As whole-life-friendly advisors, of course, we know that there’s tremendous value in that asset. However, many people are asking: Is convertible term life insurance worth it? And to that, we want to offer a resounding YES. The Importance of Human Life Value The human life value approach to

Read More

The Human Life Value Approach and the Fallacy of “Needs Analysis”

It’s not uncommon for the Human Life Value approach to be written off as “overkill.” Clients either believe that buying insurance up to their full human life value (HLV) is simply too much money for their heirs, or the number doesn’t seem real. This approach, however, is actually incredibly important for your clients.  Consider this: Would you buy a $50,000 car yet only insure it for $30,000 because you only NEEDED a $30,000 car? No, you wouldn’t dream of doing so–you’d be shortchanging yourself.  And yet, this happens in the

Read More

The New OCR File Converter (Beta)

Introducing the newest feature to our beta software, Truth Concepts 3.0: the OCR File Converter. It’s not as complicated as it sounds. In fact, this feature may make inputting your life insurance values easier than ever. This new feature will allow you to turn pictures and scans into copyable PDFs, right from the Truth Concepts software. No more difficult formatting, or even inputting illustrations by hand simply because your PDF won’t allow you to copy. One great example of this type of file is a PDF you may get from

Read More

What is Velocity Banking and Does It Work?

What is velocity banking? Velocity banking goes by many names and is a much-debated concept by both financial advisors and their clients. So what is velocity banking? Is the velocity banking strategy a good idea for your clients? And where’s the numerical proof?  Fortunately, the Truth Concepts calculators are primed to tell this story and give you the whole truth about velocity banking as any velocity banking calculator really should–no gimmicks, just numbers. What is Velocity Banking? People typically employ a velocity banking strategy to pay down mortgages faster. Unfortunately,

Read More

IRS Rule 7702 Updates, and Whole Life Insurance

At the beginning of the year, the tax law surrounding life insurance policies was shifted. Now, as we approach 2022, all life insurance companies will be shifting new policies to reflect these changes to IRS rule 7702. We’re here to break down what’s happening, and how it will affect the business you write. MEC Limits and Section 7702 7702 refers to the section of the IRS tax codes enacted in 1984, that outlines how life insurance should be treated from a tax standpoint. The most important point of the code

Read More

No Deals in the Life Insurance Industry

“There are no deals in the life insurance industry…” This quote, more perhaps than any other, is something we must take to heart when we work with clients. Not because it’s “sexy,” but because it’s true. The more we try to glamorize the life insurance industry, the greater disservice we do to what life insurance can do—and the more we risk confusing clients. The truth is that there’s no magic. Life insurance doesn’t grow money out of thin air, nor does it eliminate interest, or allow you to pay yourself

Read More

Can Clients Actually Benefit from Inflation?

Merriam-Webster defines inflation as the continuing rise in prices, usually caused by an increasing volume of money in the economy. This means that purchasing power decreases over time. Gas and groceries are time-tested examples. In the 1950s, a gallon of gas or a loaf of bread cost under a dollar. Now, a dollar simply does not buy the same volume of goods as it used to. Inflation can, unfortunately, be considered an inevitable part of the economy. This is one reason that as financial advisors it’s crucial to look at

Read More

Rising Tuition Costs: Involving Kids in the Discussion

It’s no secret that getting a college education is still widely considered the “best next step” for high school graduates. And while there’s much to be said about higher education, many families treat college as a given for their children. What’s more, they don’t consider that one day their child may not want to go to college… and that that is okay.  With rising tuition costs and crippling student debt, the more important question is: who should be at the table when discussions about education and savings are happening? What

Read More

The Whole Truth About Direct Recognition vs. Non-Direct Recognition

When trying to explain policy loans, and Direct Recognition vs. Non-Direct Recognition life insurance companies, we like to begin with a discussion of ownership. In a mutual insurance company, policyholders are the owners of the company. Whole life insurance is not like car insurance, home insurance, or other types of property insurance where you funnel money in and may never see it again. Yet life insurance frequently gets lumped together with all other insurance by agents and clients alike.  Helping a client to understand that they’re an owner of the

Read More

How Do You Calculate the Rate of Return on a Real Estate Deal?

One of the great benefits of using the Real Estate Calculator is that it automatically calculates the Net Cash Out, as well as the resulting Rate of Return. All you or the client must do is plug in the numbers, and you’ll see how good your deal is.  However, there’s a difference between seeing the results for yourself and verifying them through your own analysis. One of my favorite ways to demonstrate this in Truth Training is using the Rate Calculator. This simple calculator allows you to plug in variables

Read More

The Huebner Foundation: Foundational Life Insurance Education

“There is nothing more uncertain than life, and nothing more certain than life insurance.” Solomon Huebner It’s easy to get caught up in the more exciting parts of life insurance, like the infinite banking concept. After all, it’s exciting to think about leverage and cash flow and building your own “bank.” Yet it’s important that we don’t neglect the foundation of life insurance, which is protection and certainty. Whole life insurance is foremost, insurance. And it is the only type of insurance that is guaranteed to pay out—which is one

Read More

3 Non-Financial Assets Clients Can Pass Down

Different stages of life mean different stages of financial advice. And while many advisors do a great job of educating clients on financial products and assets, there’s something to be said about the “non-financial” assets that clients can accumulate. As an advisor, speaking with your clients about their desires can go a long way in building a financial mindset beyond dollar signs. We want to take it a step further. You can help your clients live a richer life and pass down a legacy in a way that transcends money. 

Read More

How to Build Trust and Make Sales

Dan Sullivan of Strategic Coach recently posted on LinkedIn:  “My definition of selling is two-fold. The First part is that you intellectually engage the person you’re selling to with a future desirable result, something that would be an improvement or achievement in their life. And it’s not what you want for them—it’s what they want for themselves.  The second part is that you then enable them to emotionally commit to that goal and then to courageously take action to move forward and achieve the goal. And if you do both

Read More

New Button in Loan Analysis: Difference Between Payments

While the update may seem small, it has a huge impact on user friendliness. The update in question is a new “right-click” feature that does some simple math for you. That way you don’t have to fuss with the copy/paste function if you don’t want to. In a mortgage comparison, like we demonstrate here, it’s important to show the potential savings of a 15-year mortgage vs. a 30-year mortgage. Previously, to do so, you would have to calculate the difference between payments within the Future Value calculator. This meant a

Read More

Truth Tip, “Lost or Found” Payments in Borrowing Strategy

Important Note  – The “Extra Payment Lost or Found” does not add to (or subtract from) any of the calculations. It is just a way to see the difference in net payment at a rate between whatever is in the “Market Loan Rate” input and either: the net earnings rate when “Acct-Cash” is selected  -or- the “Market Loan Rate” when any of the other 3 options are selected. If you have (-100%) in the “Market Loan Rate,” the numbers for the “Extra Payment Lost Or Found” will look skewed because

Read More

Understanding the Participation Ratio in IULs

Earlier this year, we wrote about how to illustrate IUL returns in the Accumulation calculator. The reality is, IUL’s are sold as something they just aren’t—there are fewer guarantees, and a lot is still left up to risk.  Now, we have a new button that illustrates another “lesser-known” provision of an IUL policy: participation ratios/rates. The insurance company sets the participation ratio, and is non-guaranteed, which means it can change from year to year.  A participation rate controls how much dividend a policyholder will receive. For example, say the index

Read More

The Truth About Whole Life Insurance Taxation

Tax language—you’ll often hear talk about tax loopholes, tax breaks, tax shelters. All have a negative implication and show a fundamental misunderstanding of why tax advantages exist in the first place. Whole life insurance taxation is another beast altogether. With whole life insurance, I often hear people talk about how it’s tax free, which is equally misleading. While the death benefit is tax free and there are ways of accessing cash value without causing a taxable event. To say it’s entirely tax free is incorrect.  And yet (outside of one area)

Read More

Can You Save More with a 30-Year Mortgage, Refinanced Every 10 Years?

What’s the major reason that people want to have their house paid off? In most cases, people fear a scenario where they can’t pay their mortgage, so they spend more money up front. Too often, this puts them in the scenario they were trying to avoid. It all comes down to control, and a 30-year mortgage simply gives you more control.  We’re going to run an experiment here, and see how you can actually save more money in your own pockets. Setting Up in Loan Analysis To begin, pull up

Read More

Section 7702 Changes: Is Whole Life Insurance Still A Good Savings Vehicle?

By now, advisors in the industry are well aware that the life insurance industry is going through changes. The end of 2020 introduced recent changes to Section 7702 of the tax code, which hasn’t been touched in decades. While we’ve read mixed interpretations, we’re looking at the whole truth. The truth is, first and foremost, that whole life insurance is an incredibly certain asset. Insurance companies have always met guarantees and have a more than century-long track record of paying non-guaranteed dividends. Even through world wars, recessions, and the Great

Read More

How to Demonstrate the Laffer Curve in Cash Flow

Is it possible to reduce taxes by lowering the tax rate? Let’s talk about the Laffer Curve. This theory, posited by Alfred Laffer during the Reagan Era of tax reduction, may hold more water than you’d think. This is a great exercise for webinars where you’re helping clients understand taxes better (and why they should seek to save on that tax bill as much as possible). What is the Laffer Curve? The Laffer Curve theory, as Investopedia explains, is the theory that as tax rates increase, people become dis-incentivized to

Read More