Navigating Uncertainty With Life Insurance With Bobby Johnson and Joel Tabin

NAIFA's Advisor Today Podcast Series

Bobby Johnson is an experienced general agent and sales and distribution executive in the financial services industry. He leads life insurance distribution strategies, focusing on expanding agent partnerships and enhancing customer experiences. Bobby's commitment to collaboration and innovation is evident in his active involvement in initiatives that benefit both agents and clients alike.

Joel Tabin is a Chartered Life Underwriter, a Chartered Financial Consultant, and an Accredited Estate Planner. Focusing on empowering independent financial professionals, he assists advisors in integrating life insurance into their practices as a vital component of comprehensive financial planning. Joel is recognized for his commitment to advisor development, regularly leading training sessions and celebrating agent achievements. His leadership emphasizes the importance of life insurance in financial strategies, aiming to enhance client outcomes and advisor success.

In this episode…

Too many Americans are underinsured or entirely uninsured, leaving families vulnerable to financial ruin when the unexpected happens. Despite market uncertainty and increased awareness around risk, life insurance continues to be an overlooked part of holistic financial planning. So why are so many advisors still hesitant to bring up life insurance with clients?

Bobby Johnson, an experienced distribution leader, and Joel Tabin, a seasoned regional sales director, unpack this issue with practical guidance. Bobby emphasizes that education is the first step — advisors must be equipped to understand underwriting, product fit, and how life insurance fills gaps in comprehensive financial plans. Joel recommends starting with a life insurance policy review, which often uncovers outdated coverage and creates opportunities to deliver real client value. Both stress the need for human connection in an AI-driven world, pointing out that no algorithm can replace an advisor’s compassion during a life insurance claim.

In this episode of the Advisor Today podcast, co-hosts Chris Gandy and Kathleen Owings interview Bobby Johnson and Joel Tabin, financial services professionals, about the evolving dynamics of life insurance. Bobby and Joel explore the critical role of life insurance in financial planning, discuss advisor education, the impact of technology on the industry, and strategies for attracting the next generation of financial professionals.