EPISODE · Jul 20, 2026 · 1H 22M
The Gap in Every Client File: The Conversation Advisors Keep Skipping
from Insight is Capital™ Podcast
You don't need to become the insurance expert — you just need to know where the expertise lives and how to bring it to your client's table.In the inaugural episode of Cover Your Assets, hosts Pierre Daillie and Ayal Cohen welcome Michael Wills, Director of Business Development at PPI, whose career began in the back of an ambulance.As a paramedic, Michael arrived after the worst had already happened. Today, he makes sure it never has to.Michael walks advisors through why the insurance conversation keeps getting skipped, how to audit a book for hidden planning gaps, and why you don't need to know everything — you just need to know who does.Chapters00:24 Welcome to Cover Your Assets01:39 Meet Michael Wills: From Paramedic to PPI05:58 What a Business Development Director Actually Does07:35 The Paramedic Mindset in Financial Planning13:06 Compliance Complexity and the Crowded Advisor Desk16:33 The Google Problem: When Clients Arrive With Answers23:36 Why Advisors Keep Missing the Insurance Opportunity26:14 The Quarterback Model: Using MGA Consultants to Protect Your Book36:27 Insurance Is an Asset, Not a Liability44:05 The Two-Folder Framework: Investment Portfolio and Insurance Portfolio51:09 Need vs. Want: A Framework for Every Client Segment53:03 Real Cases: The Client Who Claimed, and the One Who Waited Too Long59:18 Start With Term: The Simplest On-Ramp for Any Advisor01:01:15 Real Estate, Capital Gains, and the Insurance Solution01:03:42 Seg Funds, Probate, and Getting Cash to Families Fast01:09:48 The Monday Morning Move: Auditing Your Top 25 Clients01:15:48 How to Reach Michael Wills and PPI's National TeamConnect With Michael WillsMichael Wills on LinkedIn #CoverYourAssets #InsurancePodcast #CanadianInsurance #WealthManagement #FinancialAdvisor #EstatePlanning #CriticalIllnessInsurance #DisabilityInsurance #TermInsurance #LifeInsurance #HighNetWorthPlanning #PPI #MGA #HolisticPlanning #FinancialPlanningCanada #SegFunds #AdvisorAnalyst #BusinessSuccession #CanadianFinance #WealthProtection #InsuranceAdvisor
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You don't need to become the insurance expert — you just need to know where the expertise lives and how to bring it to your client's table. In the inaugural episode of Cover Your Assets, hosts Pierre Daillie and Ayal Cohen welcome Michael Wills, Director of Business Development at PPI, whose career began in the back of an ambulance. As a paramedic, Michael arrived after the worst had already happened. Today, he makes sure it never has to. Michael walks advisors through why the insurance conversation keeps getting skipped, how to audit a book for hidden planning gaps, and why you don't need to know everything — you just need to know who does.
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The Gap in Every Client File: The Conversation Advisors Keep Skipping
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