Anne Long, Senior VP of Business Development, Lighthouse Life

My name is Anne Long and I work for a company called LightHouse Life as a senior executive and our purpose and our mission is to help seniors who have life insurance policies and needs in retirement to tap into those life insurance policies because there's assets there and so, it's a new field unknown to many seniors who are underfunded and worried about living longer in retirement. So, I head up a business development channel, so I work with other financial services professionals. I make them aware that this is an option for their clients. I talk to them about how to market to their clients and then direct them to an internal team, who will look at a policy and determine if we can make an offer. LightHouse is a start-up, so every day is different, which is what I love about it. You fasten your seatbelt in and you take incoming and you send outgoing, so I travel a lot, I attend conferences, I speak at meetings. I just by-lined an article on the issues around adult daughters and the strain on them as caretakers. I'm helping to train some new folks that came on board. So, it's literally varied and why I love the job so much. We are helping some of our advisor clients to learn how to mine their book of business, data mining to find opportunities for life settlement. So, these are career professionals who have sold policies and given financial advice and yet, they don't know what to do with their book of business to find ongoing opportunities to engage with a client. So, we're actually pairing up with a tech firm who has developed software to allow us to go out to our clients and help them look for opportunities. We're an innovator in this space. It's been around for about 20, 25 years and we've come up with a platform to do things more quickly, more transparently. So first is the education pieces that you have to get an advisor to want to hear your story. The first call is usually, well, we already have somebody for that, we're fine and you have to push that door open a little further once you get them on the phone or you get an appointment with them to say, but we think we're different and we think you ought to hear our story because it's in your clients best interest. So that's a first step. Second would be then, to take your materials out, walk them through the process, how would it be different to work with you and what's in it for them, quite frankly. Why should they be helping their client?