PERFORMANCE EVALUATION

Transcription

1 PERFORMANCE EVALUATION for your life insurance policy Mr. & Mrs. Valued Client

2 Performance Evaluation is a planning concept designed to assist you in exploring the need to review existing life insurance policies and comparing those to current market offerings. However, this presentation is not intended to be a retirement, benefit or estate plan nor is it a specific recommendation for a retirement, benefit or estate plan. This material is for informational purposes only. Although many of the topics presented may also involve legal, tax, accounting or other issues, there is absolutely no intention of offering such advice and this presentation and any other oral or written communication should not be construed as such. Individuals interested in this topic should consult their own professional advisors to examine tax, legal, accounting, or financial planning aspects of this topic. As you explore your planning needs with your legal and tax advisors, we hope that you find this analysis useful. Figures used in this program illustrate the Performance Evaluation concept, which is based on both assumptions and data provided by you, the client. Your furnishing of accurate data will help enhance the value of this analysis. This analysis is based on attained age, current cash flow and is for hypothetical comparative purposes only. This is a hypothetical comparative illustration summary and is not valid unless it refers to and is accompanied by a sales proposal and/or prospectus showing complete description of contract features, benefits and limitations, product details, caveats and guarantees. Please consult your contract. Dividends, current interest and/or investment assumptions and current mortality are not guaranteed. Actual results will vary. This supplemental illustration assumes that the currently illustrated non-guaranteed elements will continue for all years shown. However, it is not likely that the non-guaranteed elements will perform exactly as shown in the illustration. In addition, the actual consequences of a particular planning alternative will depend on many variables, some of which may not be fully accounted for or described in this presentation. Premiums are payable in accordance with the terms of the insurance policy for which you apply, and non-payment of premiums may have a significant impact on the policy values and may cause the policy to lapse. This material does not constitute tax, legal or accounting advice. It was not intended or written for use and cannot be used by any taxpayer for the purpose of avoiding any IRS penalty. It was written to support the marketing of the transactions or topics it addresses. Anyone interested in these transactions or topics should seek advice based on his or her particular circumstances from independent professional advisors.

3 PERFORMANCE EVALUATION You spend your life building a portfolio of stocks, bonds, real estate and IRA s. You keep a good pulse on the performance of these financial products, monitoring market fluctuations, interest rate trends and pricing efficiencies. You continually set and re-set investment objectives as your life s plan evolves, making changes to both financial product and investment strategy, as needed. Formally or informally, you ve set up a periodic financial review process tailored to your individual needs. That s good financial practice. Life insurance products are financial products that require similar periodic care. Has your current product performed up to or exceeded expectations? Have those expectations changed since policy inception? Does the marketplace offer more efficient products? Has your life s plan changed? Subjecting your life insurance portfolio to a formal policy review process is an important, financially sound practice. Periodically reviewing the role that life insurance plays can make a marked difference in your ability to reach your goals. Performance Evaluation offers a free analysis of your in-force coverage, reviews your current life insurance needs and integrates both with the best products the market has to offer (which may just be the one you re currently holding!) When you purchased your permanent life insurance policy, you invested in a financial plan designed with certain performance expectations. Have you evaluated actual results versus original expectations? If not, you may be in for quite a shock. Your policy may be at risk you just don t know it yet. Over the past few decades, interest rates and dividend scales on life insurance policies have suffered a steady decline, hitting historic lows in recent years. This has critically affected policy cash values and premium adequacy. Retirement goals are falling well short of expectations. Policies originally thought to be paid-up are requiring additional premiums. And worst case policies are lapsing.

4 UPDATE YOUR NEEDS ANALYSIS PRODUCT AND PRICING IMPROVEMENTS Change is one thing you can count on. Business start-ups become industry leaders. Children grow up and have children of their own. Bigger houses, smaller houses, vacation houses, tuition, retirement. A lot can change in your life after you buy a life insurance policy and those changes can affect the policy you own. Performance Evaluation helps keep your financial strategy intact. If needs or plans have changed, then your policy may need to be adjusted to fit new circumstances. You may have too little or too much insurance for the present situation and future goals. The policy you bought, when you bought it was (most likely) an excellent product a market leader and very well suited for the times. Products today are much more efficient than they have ever been. Medical advancements and healthier lifestyles contribute to longer life expectancies. New product developments have changed the landscape completely. Even if your policy has performed up to par, the innovative products available today, strengthen underlying guarantees or reduce premium outlay. The end result may validate your original policy. It may also result in a complete policy overhaul. Either way, you achieve the goal of evaluating an important financial product in your portfolio your life insurance policy.

5 CARRIER SELECTION The Importance of Choosing the Proper Life Insurance Carrier The life insurance carrier you choose to cover the risk could be as important as the risk amount and product type. Please consider the following factors, among others, in your carrier selection process: Risk Assessment: Most life insurance underwriters use a system of credits and debits to assess a risk. These positive and negative mortality points contribute to a quantitative assessment. Each individual life insurance carrier offers their underwriters distinct guidelines from which to underwrite a risk both medically and financially. Company A underwrites a particular medical risk better than Company B. Since each carrier offers slightly different guidelines when it comes to underwriting certain risks, it is important to customize the carrier that best fits your personal risk factors. Financial risk assessment offers up an entirely different set of underwriting skills. The life insurance carrier chosen to underwrite the amount at risk depends on the size of the risk, the nature of the risk, and the required financial justification supporting that risk. Underwriting large face amounts or complex advanced sales concepts requires certain sophistication by both the life insurance carrier and the underwriter. Medical and financial underwriting could be the most important factors in the carrier selection process. Your Life Insurance Professional is your guide in the carrier selection process and your advocate in the underwriting process. Those who familiarize themselves with risk selection and the tools underwriters use to assess risk offer you a unique benefit that most practices just don t understand.

6 Carrier Financials: Third-party carrier financials offer an unbiased financial measure as to the stability and claims-paying ability of a financial institution. These third-party financials are offered by such organizations as A.M. Best Company, Standard & Poor s Corporation, Moody s Investors Service, and Comdex among others. Rank A. M. Best Standard & Poor's Moody's 1 A++ AAA Aaa 2 A+ AA+ Aa1 3 A AA Aa2 4 A- AA- Aa3 5 B++ A+ A1 6 B+ A A2 7 B A- A3 8 B- BBB+ Baa1 9 C++ BBB Baa2 10 C+ BBB- Baa3 11 C BB+ Ba1 12 C- BB Ba2 13 D BB- Ba3 14 E B+ B1 15 F B B2 16 B- B3 17 CCC+ Caa1 18 CCC Caa2 19 CCC- Caa3 20 CC Ca 21 C Comdex: The Comdex is not a rating, but a composite of all the ratings a company has received. It ranks companies on a scale of 1 to 100, showing you at a glance where a company is ranked among all rated insurers. The Comdex is an effort to reduce the confusion over ratings, which is caused by each rating service using a different scale Pricing: This is the most obvious in the selection process. A carrier may rank highest in all other factors listed, but it must have a competitive product to bring to the marketplace. Product Design: Often times one gets what they pay for, which is why pricing and product design should be considered in tandem.

7 GUIDE TO PREPARING A CLIENT FOR A LIFE INSURANCE EXAMINATION Introduction Clients have certain apprehensions about taking a medical examination for insurance. The process provokes both anxiety and hesitation. In addition, it is possible that proper client preparation could lead to avoidable poor underwriting outcomes. This guide provides strategies to assist insurance agents and clients in making the process easier and improve the chances for the best medical outcome. Client Preparation The following is a list of items that improve a client s chance of having a successful medical examination. Rest and Good Health: Clients should have adequate rest and be in good health for their medical examination. If a client is sick (i.e. has a cold) or exhausted, reschedule the examination. Nicotine Testing: Clients will have their urine tested for nicotine. Clients do not have to be cigarette smokers to have nicotine discovered in their urine sample. Smoking cigars, chewing tobacco, snuff, the nicotine patch and nicotine gum can all cause nicotine to be detected in the urine. Drink a glass of water one hour before the exam to facilitate obtaining a urine sample. Alcohol Consumption: Clients should avoid all alcohol consumption preferably 48 hours before the examination. Alcohol consumption can increase blood pressure and adversely affect certain elements of the blood study. Caffeine Consumption: Clients should limit caffeine consumption 48 hours before the examination. They should have no caffeine the morning of the examination. Caffeine increases blood pressure and pulse rate. It can even provoke an irregular heart rate (arrhythmia). It is important to advise clients of the various sources of caffeine in the diet aside from coffee and tea (i.e. diet soft drinks, cold preparations, pain medications, etc.) Medications: Clients taking prescription medications should take the medications as directed by their physician. Also, please have a list of medications ready for the examiner. Food and Drink: Instructions will be given at the time appointments are made. Exercise: Clients should not exercise before they have their medical examination. Exercise, especially cardiovascular workouts, can cause inaccurate elevations of cholesterol levels. Blood Pressure: It is normal for clients to become anxious about having their blood pressure taken. Important Note: Blood pressure readings are taken after the client has had a few minutes to relax. Elevated blood pressure is rechecked later during the examination for a total of three readings five minutes apart.

8 PERFORMANCE EVALUATION for your life insurance policy Prepared for Mr. Client Male Age 65 Standard, Non-nicotine Missouri Current In Force Policies Owner: Mr. Client Irrevocable Trust dated 07/29/1994 Beneficiary: Same Exisiting Carrier UL # Issue Date: 08/01/1994 Total Death Benefit Annual Premium Values as of 01/15/2017 Cash Surrender Value Accumulated Value Surrender Charge 129,540 1,100 1,000,000 20, ,440 Performance Evaluation Funding Option In Force A 1 In Force B 2 Premium Outlay Annualized Yrs 20,050 All 1,000,000 38,228 All 1,000,000 1 Projected death benefit assumes life expectancy of age 82 Guaranteed Death Benefit Guaranteed to Projected Age 72 1,000,000 Age 86 1,000,000 Projected to Age 81 Age 100 Proposed Alternatives Cash value transferred to new policy via 1035 Exchange: 128,440 Funding Premium Outlay Death Benefit Option Annual Yrs Guaranteed Guaranteed to Projected Projected to Proposed A 17,863 All 1,000,000 Lifetime 1,000,000 Lifetime Proposed B 20,050 All 1,086,588 Lifetime 1,086,588 Lifetime Proposed C Zero N/A 290,435 Lifetime 290,435 Lifetime The Results Proposed A: Annual Premium Advantage: Proposed B: Initial Death Benefit Advantage: including Lifetime NLG Death Benefit 2,187 86,588 6/2/2017