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NAIFA and the Society of FSP bring you this webinar on the provisions of the Tax Cuts and Jobs Act of 2017 (TCJA) that sunset at the end of 2025. The panel of Frank Blossman, Cynthia Crino, John Snider, and Ana Medinaceli Canelos will examine the planning opportunities these changes present and also explore the best ways to talk to your clients who are reluctant to discuss estate planning, including providing fact-finding tips, explaining listening styles, and guiding you to have clear conversations.

Now is the time to prepare your clients for the estate- and tax-planning challenges that lie ahead with the expiring provisions of the TCJA. While tax rates may be at historically low levels, it's critical to start planning now to reduce your clients' taxes in the future.

Note: NAIFA members will need the following promo code to register for FREE. 

Promo code: APC092823



Continuing Education & Additional information are provided below.

Thursday, September 28, 2023

12:00 - 3:00 pm eastern


Registration Fee*


Live Event:

FREE for NAIFA, or FSP Members

$49 for Non-Members


CFP Credit: $5

CPE/Accounting Credit: $5

Prof. Recertification (PACE) Credit: $5


*Registration Fee includes live webinar, presentation material/slides, and access to the archived program

Program Overview

September 28th | 12-3 pm eastern

Examination of the provisions of the TCJA that sunset at the end of 2025  

  • No clawback is expected for outright gifts made before the sunset 
  • What to do if you used your exemption 
  • How to use one exemption 
  • Importance of planning now 

Review portability elections, available relief for missed elections, and the computation and reporting of a deceased spouse’s unused exclusion change to the deceased spouse’s unused exemption 

Technique refresher: Planning opportunities for clients who are on the bubble of the current or future estate and gift tax exemptions 

  • SLATs 
  • Loan-based techniques 

How to start conversations with clients who are reluctant to talk about estate and tax planning 

-Fact finding  
  • Asking the right questions 
  • Legacy planning, business planning 
  • Making sure documents are up to date 


  • Being a solutions-based planning professional (vs. stereotypical salesperson) 
  • Not being preoccupied with a preconceived solution – being open to inspiration and creative alternatives

-Experiencing an important Cortical Facilitation tool

  • Resetting your autonomic nervous system 
  • Increasing coherence and being open (vs distracted and agitated), improving perception, focus, and your ability to evaluate alternatives and perform at your best

Collaborating as a team, including attorneys, CPAs, and advisors from other relevant disciplines

Note: There will be a 10 minute break midway through the program.


Frank C. Blossman, CLU, ChFC

Southern Farm Bureau Life Insurance


Southern Farm Bureau Life Insurance

Frank C. Blossman, CLU, ChFC

Frank C. Blossman, CLU, ChFC began his career at Southern Farm Bureau Life Insurance Company in July, 1987 in the Agency Administration Department after graduating from Mississippi State University. He transferred to the Advanced Sales Department in 1991 and worked there as an Advanced Sales Representative until January, 1997. At that time, he transferred to Mississippi Farm Bureau where he worked as an Estate Planning Specialist in south Mississippi, working with the agents in the areas of estate planning, retirement planning, business insurance and long term care salesOn February 1, 2013, Frank transferred back to Southern Farm Bureau Life Insurance Company and is currently a Director in the Marketing Department managing both the Advanced Markets and Sales Support Department and the twenty-four Estate Planners across the eleven SFB Life states.

Cynthia Crino, CLU, ChFC

Guardian Life


Guardian Life

Cynthia Crino, CLU, ChFC

Cynthia Crino, CLU, ChFC is Head of Business Development and Sales Content in the Business Resource Center (BRC) at Guardian Life Insurance Company. She is responsible for leading and managing the sales campaigns and business development aspects of the BRC, to support Guardian field leadership and advisors in the creation of activity and sales for the financial planning needs of Guardian prospects and clients. Cynthia has over 30 years of experience in the insurance industry, with a strong background in Advanced Sales/COLI, concept marketing, and strategic planning.  Prior to joining Guardian, Cynthia was at John Hancock as the AVP of Advanced Market Solutions and Strategic Support.  In that role she was responsible for the building and marketing of the proprietary JH Solutions software system, which illustrates a wide range of estate and business planning concepts, as well as a variety of high level projects that cut across departmental lines to drive sales.Cynthia holds a BA in Mathematics/Anthropology, cum laude from Wellesley College.

John C. Snider II, JD

John Hancock


John Hancock

John C. Snider II, JD

John C. Snider II, JD is AVP and Associate Counsel with the Advanced Markets Group at John Hancock. In his current position, John provides advanced life insurance, tax, estate planning, business planning, and charitable planning expertise to home office employees, field personnel, producers and advisors. Before joining John Hancock, John was in private practice in the Kansas City area with a major nationally recognized law firm where he concentrated his practice on estate planning, business planning, and charitable planning for moderate and high-net-worth individuals and entities. John was one of the founding members of the Advanced Markets team. With more than 30 years of experience, he has served the insurance profession as an Advanced Markets attorney for John Hancock, Manulife Financial, and two other insurance carriers. His prior experience includes point of sale support. John received his Bachelor of Arts degree, summa cum laude, in Economics, Business Administration and Religious Studies, completing three majors in four years and graduating first in his class from Graceland College (now University) in Iowa. John received his Juris Doctor degree from the University of Kansas School of Law where he was elected by the faculty into the Order of the Coif.

Ana Medinaceli Canelos

John Hancock


John Hancock

Ana Medinaceli Canelos

Moderator: Ana Medinaceli Canelos
Ana is a Director of John Hancock’s Advanced Markets Group. In her current position, Ana specializes in all aspects of planning including ultra high-net-worth strategies, planning for business owners, and retirement maximization. Ana’s creativity and passion revolve around turning complex business, financial, and estate planning strategies into understandable concepts. Ana is a frequent speaker and webinar presenter, and has been a podcast host. Ana holds her Life and Health Insurance license, and has her Series 7 (General Securities Representative), Series 66 (Uniform Combined State Law Exam) and Series 24 (General Securities Principal) licenses. Ana is a Wellesley College graduate, where she studied International Relations with a minor in Economics and graduated cum laude.


Educational Level



CE Credits

3 CFP® credits, 3 CPE (accounting)* credits, and 3 Professional Recertification (formerly PACE) credits have been applied for. 

$5.00 fee per discipline.

You must participate in the live webinar in order to earn CE credits and must be logged in to the web portion. Additionally you must attend the entire program. For those requesting credits, a certificate of completion will be emailed to you about a week after the webinar, upon successful completion of the webinar. For CFP® credit, FSP will report your credit to the CFP Board for you after the webinar. 

*Additional CPE Info:
Prerequisite: Basic understanding of tax and estate planning
Advanced Preparation: None
Delivery Method: Group Internet Based
Program Level: Intermediate

Society of Financial Service Professionals is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org.

Refunds and Cancellation: For more information regarding refund, complaint, and/or program cancellation policies please contact our offices at info@naifa.org or use the Support chat to talk with a Member Experience Team member.



Program Material

Upon registration, you will receive instructions via e-mail on how to participate in the program. The e-mail will also include instructions for downloading the PowerPoint/presentation material.


How Webinars Work

All you need to participate in a webinar is a computer with Internet access to view the live presentation. For the audio portion, you have the option of listening to the program through your computer’s speakers (VOIP) or through the telephone. If you prefer not to view the Web presentation, you have the option to listen only over the phone. However if you are requesting CE credits, you must be logged in to the webinar.

Test your connectivity to GotoWebinar.

You can also join a webinar from your iPhone, iPad or Android device. To get the GoToWebinar app:

iPhone/iPad: https://itunes.apple.com/us/app/gotowebinar/id1244921300?mt=8

Android: https://play.google.com/store/apps/details?id=com.logmein.gotowebinar&hl=en


Program Archive

This program will be recorded and archived and the link to the recording will be emailed to all registrants about a week after the webinar. 

Can’t attend the live webinar? Register anyway and you will automatically be sent the link to the recording.

The recording will include both the audio portion and PowerPoint slides/presentation material.