Join DeeAnn and veteran advisor Michelle Apollinaro as they dive into the real-life complexity older clients face—from retirement and blended families to estate equalization, tax exposure, health events and long-term care.

Using a practical case study, they show how life insurance can help advisors bring clarity, flexibility, and choice when clients’ lives are anything but simple.

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In this episode, DeeAnn is joined again financial advisor Michelle Apollinaro to unpack a simple shift that may help you resonate with younger clients: position it as a normal “grown-up” step—right alongside buying a first home, getting married, or starting a family.

Listen in to hear practical ways to lead with what clients are already juggling (cash flow, student debt, mortgages), surface their real financial footprint, and use clear, emotional language that protects their priorities without pressure or jargon.

To see our full legal disclaimers, please visit ivari.ca/podcast

Referrals are back, and in an AI-filled world, trust is your real advantage. DeeAnn sits down with longtime advisor Michelle Apollinaro to break down what it really means to be referrable: showing up with authenticity, integrity and a client experience people feel confident sharing with their closest connections.

You’ll hear practical ways to stay top of mind without sounding salesy, how to ask for introductions at the right moment (after you’ve delivered real value), and how to build a simple referral system that scales as your practice grows—without making your relationships feel automated.

To see our full legal disclaimers, please visit ivari.ca/podcast