John Phillips, CFP®, CLU®, ChFC®, CLTC®

Questioner
DISC Type : c

Vice President, Signature Life at Highland Capital Brokerage

Los Angeles, California, United States

Overview

John Phillips is the Vice President at Highland Capital Brokerage, specializing in life, long-term care, and disability insurance solutions. A graduate of UCLA, he has an extensive background in driving insurance sales growth and managing product lines for wealth management clients at firms like LPL Financial and Bank of the West.

His professional focus is deeply intertwined with a passion for helping people secure their financial futures. He is particularly focused on ensuring families, and specifically women, have robust plans for longevity and long-term care, reflecting a commitment to protecting client well-being.

He believes a clients largest and most overlooked asset is the present value of their future earnings, which is often left unprotected.

Personality Overview

Value Seeker

Price-Sensitive

Systematic

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to do thorough analysis of any situation.

Topics They Care About

Income Protection
Frequently posts about the need to protect future earnings, which he views as a client's largest and most significant asset.
Longevity Planning
Emphasizes the importance of planning for a long life "on purpose and with purpose," aligning with his expertise in long-term care solutions.
Multigenerational Wealth
Shares resources and strategies for building a multigenerational client practice, indicating a focus on long-term family financial security.

Media Appearances

John Phillips - Vice President, Signature Life at Highland Capital Brokerage | The Org. Featured in The Org

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Work History

7-2025
Vice President, Signature Life at Highland Capital Brokerage
11-2023 - 2-2025
Vice President, Insurance Business Development at LPL Financial
6-2013 - 9-2023
Vice President, Senior Product Manager, Insurance Solutions at Bank of the West
4-2012 - 6-2013
Regional Vice President at The ASA Group
12-2011 - 6-2013
Managing Director at NWF Advisory

Education

1975 - 1978
Bachelor of Arts (B.A.) from UCLA

More Information

Social Presence :

Prographics :

Exp : 44 Location : Los Angeles, California, United States Job Level : Senior Designation : Vice President, Signature Life at Highland Capital Brokerage
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Share as much information as possible regarding your product
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from John

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will John move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can John take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And John

Personality Compatibility


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