Breaking the Cycle

V. Kenneth and Justin Johnson are on a mission to help family, friends, and clients protect and transfer wealth

“We first addressed income replacement and then embraced the attractiveness of cash value accumulation within the life insurance contracts,” says Johnson. “The cash value buildup was an effective source for paying college tuition on a tax-favored basis.”

Johnson admits he hasn’t always been so savvy about protecting his assets. At 33, with a wife and newborn son, he had mounds of consumer debt and no life insurance. “No one ever approached me about it. I was doing fairly well as a district manager with Capital Credit Corp. in Los Angeles. Sometimes people will look at you from the outside and think you’ve got it all together. That wasn’t the case with me.”

With the encouragement of his wife, Johnson met with her agent and devised a plan to build generational wealth for his family. He started with the purchase of $250,000 in coverage, his first policy. The purchase also spurred his new career and passion.

“I started building this business with those closest to me,” says Johnson. “It wasn’t until I got into the business that my family, both immediate and extended, started to understand the value of life insurance and financial planning.”

Although the family dry cleaning business wasn’t passed down, Johnson made sure he put a succession plan in place so that his insurance business will be left to his son. “My father is always trying to make things better for those that follow,” says Justin, a financial services professional with New York Life who joined the company in 2009.

Like his father, Justin also started by advising those who were closest to him, seeking out members of his fraternity, people in his community, and peers. “About 80% of my clients are under the age of 35,” says the Southern Illinois University graduate. But pitching life insurance to young people who think they’re invincible can often be a struggle. “A lot of young people get a distant feeling when you talk to them about life insurance. They put it off and say, ‘I have time.’ But what if you don’t? I tell my clients to think ‘when,’ not ‘if.’”

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  • bob

    Intergenerational wealth transfer is anathema to one of the political parties.
    They want to tax it to the point where it becomes non existent, Anthony Weiner used to be in Congress as a member of that party. I still recall his illogical arguments against reducing and or eliminating the death tax.

  • rutlandinsurance@gmail.com

    Nice article! I work in the insurance industry and transferring wealth or creating generational wealth is something that is not understood. This article does a good job showing how life insurance can be used in this process. It is TAX FREE transfer. We don’t think we can have this conversation because we think we can’t accumulate the money because we have not been taught how to use life insurance as that generational wealth building tool.