2014 Allstate Financial Compensations Changes FAQ

Transcription

1 1. What is the ACB payout schedule? A 25% ACB payout will occur in January 2014 for 2013 results. The balance of the remaining pool will be accelerated and paid out in two payments (January 2015 and January 2016) based on your tenure in the bonus program. To qualify for a payout, you must be active at time of payout. Appointment Year Tenure in ACB Plan as of 12/31/ Total 2001 & Prior 13+ years 45% 45% 90% years 44% 44% 88% years 43% 43% 86% years 42% 41% 83% years 40% 40% 80% years 40% 39% 79% years 39% 39% 78% years 39% 38% 77% years 38% 38% 76% years 38% 37% 75% years 37% 37% 74% years 37% 36% 73% year 36% 36% 72% 2. How is the accelerated payout calculated? The accelerated payout percentage is applied to the remaining pool balance after the January 2014 bonus payout. Examples: January 2014 Payout Bonus credits accumulated as of 12/31/13 $100,000 January 2014 Bonus Payout $ 25,000 (25% of bonus pool) Remaining Pool Balance $ 75,000 Page 1 of 7

2 Accelerated Payouts 2014 Allstate Financial Compensations Changes Tenure in ACB plan as of 12/31/14: 13 Years January 2015 accelerated Bonus Payout $ 33,750 (45% of $75,000) January 2016 accelerated Bonus Payout $ 33,750 (45% of $75,000) $ 67, If a PFR (Personal Financial Representative) with an ACB balance terminates prior to January 2016, will he/she receive a Tenured Interest payout of the ACB Balance? In the event of voluntary termination, death or permanent incapacity prior to January 1, 2016, we will continue to apply the tenure interest provision (involuntary terminations are not eligible for the tenure interest payment). The tenure interest payment will be the difference between the tenure interest calculation and any accelerated payments made. If the January accelerated payment is greater than the tenure interest payment, no tenure interest payment will be made. 4. How will the tenure interest payment be calculated? The tenure interest payment will be the difference between the tenure interest calculation and any accelerated payments made. If the January accelerated payment is greater than the tenure interest payment, no tenure interest payment will be made. The tenure interest rates based on eligible years in the bonus plan are as follows: 5 years: 25% 10 years: 50% 15 + years: 75% Example: PFR voluntarily terminates his/her Agreement June 30, 2015 Agreement Contract date: May 1, 2001 Ten-year eligible tenure date: May 1, 2011 Tenure Interest Rate for 10 years: 50% Tenure in ACB plan as of 12/31/14: 13 Years Bonus credits accumulated as of 12/31/13 $100,000 January 2014 Bonus Payout $ 25,000 (25% of bonus pool) Remaining Pool Balance $ 75,000 January 2015 accelerated Bonus Payout $ 33,750 (45% of $75,000) Tenure Interest bonus payment $ 16,250 (50% of $100,000 less $33,750) 5. Are there any changes to Enhanced Commission Scales? For 2014, the enhanced commission scale qualification thresholds will remain the same as they have been for Due to the change from PPS to IPS, the 12-month mover will reflect a combination of PPS and IPS. As an example, for the quarter ending March 31, 2014, the IPS total will include PPS counts from April 2013 through December 2013 and IPS counts January through March Page 2 of 7

3 Total 12 MM Apr 1 Jun 30 Jul 1 Sep 30 Oct 1 Dec 31 Jan 1 Mar 31 2 PPS 3 PPS 6 PPS 4 IPS 11 PPS + 4 IPS In 2015, the 12-month mover will include all IPS counts. Insurance Policies Sold 6. What s changing? Effective January 1, 2014, we are introducing the Insurance Policies Sold (IPS) measurement which includes non-proprietary insurance policies sold along with proprietary policies sold (PPS) in a single measurement. In addition, a chargeback provision has been added for IPS to account for policies that do not remain active for 12 months following the issue/credit release date of the policy. 7. Which compensation and incentive programs will be impacted by IPS? All compensation and incentive programs which currently use PPS as a qualifier will be impacted by this change. Starting in January 2014 we will use Insurance Policies Sold (IPS) in place of Proprietary Policies Sold (PPS). 8. What are insurance policies sold ( IPS )? Insurance Policies Sold ( IPS ) counts will be given for all products sold through Allstate Financial, except for mutual funds/stock, Allstate Benefit individual policies, and health plans. What products are included in IPS? Life products (proprietary and non-proprietary): new sales of term, UL, VUL, whole life, Crump impaired life; including term conversions Annuity products (proprietary and non-proprietary): new sales of all annuities products, including those sold through Prudential, AXA, Protective Life, and ING US(Voya) Long-Term Care and Disability: new sales of all LTC and DI policies sold through Crump Worksite: new sales of Allstate Benefit worksite cases (one count per case) Shared business will count for both the EA and EFS 9. What products are excluded from IPS? Allstate Benefits individual policies Mutual Funds or general securities Health Plan Service (HPS), Bollinger, or Anthem Blue Cross 10. What is the difference between IPS and PPS? IPS includes proprietary policies sold (PPS) and non-proprietary insurance policies sold. For example, with IPS you will receive policy counts for third party annuity sales (e.g. Prudential / AXA VAs, Protective fixed annuities, ING US (Voya) indexed annuities and SPIAs), and longterm care, disability, and impaired life sold through Crump. Under PPS you did not receive policy counts for any third party business. 11. How does this affect the 12-month mover goal for variable compensation?(not Applicable in New Jersey) PPS 12-month mover goals of 12 or 18 will now apply to IPS in Page 3 of 7

4 12. Will the 12-month mover be restated to include IPS counts for policies sold prior to 2014? For tracking your 12-month mover, policy counts for months prior to January 1, 2014 will reflect Propriety Policies Sold; policy counts January 1, 2014 and later will reflect Insurance Policies Sold. 13. Are there chargebacks for IPS? Chargebacks will occur in the month the chargeback is processed and will be included in the 12-month mover (or) year-to-date measurement period when policies: Advance and subsequently do not issue o This does not apply to non-proprietary policies advanced before January 1, 2014 Issue and then free-look or are not taken o This does not apply to non-proprietary policies issued / credit released before January 1, 2014 Lapse or surrender in their first year and the effective date of the termination is within 12 months of the issue / credit release date. (For ING/Voya, AXA, and Protective Life and annuities, the issue / credit release date is equal to the first date the policy was advanced). o This applies to policies issued / credit released on or after January 1, 2014 The negative IPS count will occur in the month it is processed, even if the IPS credit was given prior to the measurement period. When will first year chargebacks of IPS start happening? Policies with an issue date of January 1, 2014 or later will be subject to chargebacks. Policies with an issue/credit release date prior to January 1, 2014 which terminate within 12 months of the issue/credit release date will not generate a negative policy count. However, consistent with the PPS measurement, chargebacks for free-looks, non-issued, or not taken policies will occur immediately when the policy is dropped. 14. If I have a life policy that was advanced in December, 2013 and issued/credit released in 2014, will it be subject to an IPS chargeback if the policy terminates within the first policy year? Yes, policies with an issue date of January 1, 2014 or later will be subject to a first-year chargeback. If the policy is later reinstated and the reinstatement is effective within the first policy year, a policy count will generate in the month the reinstatement was processed. 15. When will I receive credit for an IPS count? IPS counts generate on the date the new policy is advanced; policies not eligible for an advance will generate an IPS count on the date the policy is issued / credit released. 16. Will shared policies be included in my IPS count? For EAs and EFSs/FSs who partner together on shared business, both the EA and EFS/FS will receive an IPS count for IPS eligible policies they write. 17. For policies split between two EFSs/FSs or two EAs, who will receive the IPS count? The policy count will be given to only the writing agent. The agent with the highest split percentage will be considered the writing agent. On policies split 50/50, the agent who appears first on the application will be considered the writing agent. Page 4 of 7

5 18. Will we combine SOLO and SHARED policy counts for my goal? We will combine IPS counts for all policies, regardless of whether policies are written as SOLO or SHARED. 19. What happens if I don t meet or exceed the IPS goal for Enhanced Commission Scales? Commission scales are set at the beginning of each quarter. When determining the appropriate scale level, we first look at total production credit over the last 12 months. If you meet the production credit requirement for a given scale, but fail to meet the IPS requirement, you will drop one scale level. 20. Will I receive IPS credit for term conversions? Yes, you will receive IPS credit if you get advanced or issue/credit release a new policy term conversion. 21. Can producers get an audit of which policies have been given IPS counts? Yes; EAs can access their policies on the Agency Bonus Forecasting Tool. IPS counts will start to appear January 2, EFSs can access their policy detail on MAR (My Agency Results) or their AGY300 report. Page 5 of 7

6 22. Can you show some scenarios on how IPS counts will work? Chargeback Examples (12- month period of January 2014 through December 2014) Submission Method Submitted Advance Issue / Credit Release Chargeback Effective Chargeback Processed App-on-line 1/14/2014 1/17/2014 NI 3/19/2014 NI 3/19/2014 App-on-line 12/7/ /10/2013 NI 1/28/2014 NI 1/28/2014 App-on-line 11/3/ /7/ /30/2013 FL 1/10/2014 FL 1/10/2014 IPS Month Credited +1 in Jan 2014 in Mar 2014 in Jan in Nov 2013 in Jan 2014 IPS Count 0 a App-on-line 1/14/2014 1/17/2014 2/15/2014 LP 6/15/2014 LP 8/15/ in Jan in Aug a App-on-line b 11/30/ /1/2013 1/9/2014 Sur 8/9/2014 Sur 8/12/2014 Paper App 2/11/2014 3/13/2014 FL 3/31/2014 FL 3/31/2014 Paper App 4/15/2014 6/1/2014 LP 5/1/2015 LP 8/9/2015 Paper App 12/2/ /31/2013 FL 1/20/2014 FL 1/20/ in Aug in Mar 2014 in Mar in Jun 2014 in Aug 2015 in Jan a Paper App c 11/1/ /20/2013 a Sur 8/17/2014 Sur 8/20/ in Aug 2014 NI = Non Issued Policy FL = Free Looked Policy Sur = Surrender LP = Lapse In these example, the policy generates positive and negative credit in the measurement period for the 12 month mover, therefore the net credit is zero for this policy. b In this example, although the policy advanced in November, it had an issue date after January 1, Since it surrendered within 12 months of the issue / credit release date, it is subject to an IPS chargeback. c In this example the policy was issued prior to January 1, 2014, so it is not subject to an IPS chargeback when the surrenders within the first policy year What happens if I don t meet or exceed the IPS goal for a given scale and my LPF is between 70 and 75%? LPF requirements for Enhanced Commission Scales remain unchanged. Although both the LPF and IPS requirement would reduce enhanced scales one level, the maximum scale drop would be one level. For example, if an EFS or EA fails to meet the IPS requirement and has an LPF in the range of 70-75%, they will be reduced only one scale maximum. Page 6 of 7

7 What happens if I meet the production credit and IPS goal for a given scale but my LPF is below 70%? LPF requirements for Enhanced Commission Scales remain unchanged. Since the LPF is below 70%, the EFS or EA will be assigned Base scale until their LPF increases to meet or exceed 70%. Crump LTD/DI/Impaired Life 24. Why is the Crump commission schedule changing? Effective July 1, 2014, Crump s commission schedule will change from a Master General Agency schedule to a Selling Producer Schedule resulting in lower commissions and production credit for LTC and DI products. We anticipate minimal impact from this change as we have sold approximately 1,100 LTC and DI policies through Crump in The Selling Producer Schedule is consistent with Crump s life insurance rates and our other third party programs. The new rates will apply to new contracts written July 1, 2014 and later and payments received July 1, 2014 and later for existing contracts. 25. Where can I find the updated Crump commission schedule? The new rates will be published on Crump s website beginning May, The website address is: ( Page 7 of 7