Opportunities For 2013 · Retirement - Life Insurance - Investments 1 Cullen England, CLU, ChFC,...
Transcript of Opportunities For 2013 · Retirement - Life Insurance - Investments 1 Cullen England, CLU, ChFC,...
RETIREMENT • INVESTMENTS • INSURANCE
ING Life Companies
Opportunities For 2013
Retirement - Life Insurance - Investments 1
Cullen England, CLU, ChFC, MSFS, AEP
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CN1218-6659-0114
Disclosure
The ING Life Companies and their agents and representatives do not give tax or legal advice. This
information is general in nature and not comprehensive; the applicable laws change frequently and
the strategies suggested may not be suitable for everyone. Each taxpayer should seek advice from
his or her tax and legal advisors regarding their individual situation.
These materials are not intended to and cannot be used to avoid tax penalties; and they were
prepared to support the promotion or marketing of the matter addressed in this document.
Many life insurance products have some flexibility in structuring the face amount, riders, premium
and cash values. Therefore, it is important that you consider your client’s particular needs,
circumstances and goals carefully, and discuss them at length before recommending any life
insurance product.
All guarantees are based on the financial strength and claims paying ability of the issuing insurance
company, who is solely responsible for all obligations under its policies.
Life insurance products are issued by ReliaStar Life Insurance Company (Minneapolis, MN),
ReliaStar Life Insurance Company of New York (Woodbury, NY) and Security Life of Denver
Insurance Company (Denver, CO). Variable universal life insurance products are distributed by ING
America Equities, Inc. Within the state of New York, only ReliaStar Life Insurance Company of New
York is admitted and it's products issued. All are members of the ING family of companies
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CN1218-6659-0114
Disclosure
ING Indexed Universal Life - Global Choice (ING IUL-Global Choice), policy form #1186-09/12, ING Indexed Universal Life - Global (ING IUL-Global) policy form series #1180-12/09 and ING Indexed Universal Life – Global Plus (ING IUL-Global Plus), policy form series #1182-12/10 have an equity indexed feature, varies by state and may not be available in every state. Not available in New York. They are issued by Security Life of Denver Insurance Company (Denver, CO), a member of the ING family of companies. The index cap and index participation rate are subject to change for new index blocks.
These policies contain an index-linked crediting strategy that is calculated based on changes in external indexes. While policy values may be affected by the external indexes, the policy is not an investment in the stock market and does not participate in any index fund, stock or equity investments. These unmanaged indexes are not intended to represent specific investments. Investors cannot invest directly in an index. Past performance is not guarantee of future results.
Product’s actual features and benefits, expenses, loads and charges, may vary from client to client and will impact the values shown. Products are not identical, and the products specific features and the client’s use of those features will impact long term policy performance.
Registered and/or variable insurance products are offered by prospectus only. To solicit registered and/or variable insurance products you must be appointed with the issuing insurance company and be a registered representative of a broker-dealer that has a current selling agreement with the issuing company; variable insurance products may also require you to obtain a variable insurance product line on your insurance license.
Before investing, your clients should carefully consider their need for life insurance coverage and the charges and expenses of the variable universal life insurance policy. They should also consider the investment objectives, risks, fees, and charges of each underlying variable investment option. This and other information is contained in the prospectuses for the variable universal life insurance policy and the underlying variable investment options. Obtain these prospectuses for your client by calling 877-253-5050 or from www.ing-usa.com. Your clients should read them carefully before investing.
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Disclosures
The S&P 500® Index is an Index of the stock performance of 500 publicly traded companies that does not reflect the dividends payable on the underlying stocks. ―Standard & Poor’s®,‖ ―S&P®,‖ ―S&P 500®‖ are registered trademarks of Standard & Poor’s Financial Services LLC and have been licensed for use by Security Life of Denver Insurance Company. The Policy is not sponsored, endorsed, sold or promoted by Standard & Poor’s and Standard & Poor’s makes no representation regarding the advisability of investing in the Policy.
EURO STOXX 50® Index – An Index of blue-chip stocks that are represented by 50 stocks covering the largest sector leaders in the EURO STOXX 50® Index. It does not reflect dividends payable on the underlying stocks. STOXX Limited, Zurich, Switzerland and its licensors (the ―Licensors‖) have no relationship to Security Life of Denver Insurance Company (―Security Life‖), other than the licensing of the EURO STOXX 50® Index and the related trademarks for use in connection with the ING Indexed Universal Life – Global Choice (―ING IUL-Global Choice‖) insurance policy. STOXX and its Licensors do not: (1) Sponsor, endorse, sell or promote the ING IUL-Global Choice policy; (2) Recommend that any person invest in the ING IUL-Global Choice policy or any securities; (3) Have any responsibility or liability for or make any decisions about the timing, amount or pricing of the ING IUL-Global Choice policy; (4) Have any responsibility or liability for the administration, management or marketing of the ING IUL-Global Choice policy; or (5) Consider the needs of the ING IUL-Global Choice policy or the owners of the ING IUL-Global Choice policy in determining, composing or calculating the EURO STOXX 50® Index or have any obligation to do so.
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CN1218-6659-0114
Disclosures
The Hang Seng Index (the ―Index‖) is published and compiled by Hang Seng Indexes Company Limited pursuant to a license from Hang Seng Data Services Limited. The mark and name ―Hang Seng Index‖ are proprietary to Hang Seng Data Services Limited. Hang Seng Indexes Company Limited and Hang Seng Data Services Limited have agreed to the use of, and reference to, the Index by Security Life of Denver Insurance Company (―Security Life‖) in connection with this Indexed universal life insurance policy (the ―Policy‖), BUT NEITHER HANG SENG INDEXES COMPANY LIMITED NOR HANG SENG DATA SERVICES LIMITED WARRANTS OR REPRESENTS OR GUARANTEES TO ANY BROKER OR HOLDER OF THE POLICY OR ANY OTHER PERSON (i) THE ACCURACY OR COMPLETENESS OF THE INDEX AND ITS COMPUTATION OR ANY INFORMATION RELATED THERETO; OR (ii) THE FITNESS OR SUITABILITY FOR ANY PURPOSE OF THE INDEX OR ANY COMPONENT OR DATA COMPRISED IN IT; OR (iii) THE RESULTS WHICH MAY BE OBTAINED BY ANY PERSON FROM THE USE OF THE INDEX OR ANY COMPONENT OR DATA COMPRISED IN IT FOR ANY PURPOSE, AND NO WARRANTY OR REPRESENTATION OR GUARANTEE OF ANY KIND WHATSOEVER RELATING TO THE INDEX IS GIVEN OR MAY BE IMPLIED. The process and basis of computation and compilation of the Index and any of the related formula or formulae,constituent stocks and factors may at any time be changed or altered by Hang Seng Indexes Company Limited without notice. TO THE EXTENT PERMITTED BY APPLICABLE LAW, NO RESPONSIBILITY OR LIABILITY IS ACCEPTED BY HANG SENG INDEXES COMPANY LIMITED OR HANG SENG DATA SERVICES LIMITED (i) IN RESPECT OF THE USE OF AND/OR REFERENCE TO THE INDEX BY SECURITY LIFE IN CONNECTION WITH THE POLICY; OR (ii) FOR ANY INACCURACIES, OMISSIONS, MISTAKES OR ERRORS OF HANG SENG INDEXES COMPANY LIMITED IN THE COMPUTATION OF THE INDEX; OR (iii) FOR ANY INACCURACIES, OMISSIONS, MISTAKES, ERRORS OR INCOMPLETENESS OF ANY INFORMATION USED IN CONNECTION WITH THE COMPUTATION OF THE INDEX WHICH IS SUPPLIED BY ANY OTHER PERSON; OR (iv) FOR ANY ECONOMIC OR OTHER LOSS WHICH MAY BE DIRECTLY OR INDIRECTLY SUSTAINED BY ANY BROKER OR HOLDER OF THE POLICY OR ANY OTHER PERSON DEALING WITH THE POLICY AS A RESULT OF ANY OF THE AFORESAID, AND NO CLAIMS, ACTIONS OR LEGAL PROCEEDINGS MAY BE BROUGHT AGAINST HANG SENG INDEXES COMPANY LIMITED AND/OR HANG SENG DATA SERVICES LIMITED IN CONNECTION WITH THE POLICY IN ANY MANNER WHATSOEVER BY ANY BROKER, HOLDER OR OTHER PERSON DEALING WITH THE POLICY. Any broker, holder or other person dealing with the Policy does so therefore in full knowledge of this disclaimer and can place no reliance whatsoever on Hang Seng Indexes Company Limited and Hang Seng Data Services Limited. For the avoidance of doubt, this disclaimer does not create any contractual or quasi-contractual relationship between any broker, holder or other person and Hang Seng Indexes Company Limited and/or Hang Seng Data Services Limited and must not be construed to have created such relationship.
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CN1218-6659-0114
What Does This All Mean?
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Save
Protect
People Need to Save More
Risk of higher taxes and less benefits in the future
Prompt
We Need to Educate Clients, so They Act BEFORE it is Too
Late !
People Need to Protect More
Income replacement & tax rate insulation
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CN1218-6659-0114
2013 – Our Focus
Training and Education 7
ACCUMULATION & PROTECTION
Term Insurance Foundation
•Leverage E-Delivery and other E-Solutions
•Maintain solid cycle times
Current Assumption Product Opportunities
•ING Protector UL (policy form 80-100)
•Competitive UL for Death Benefit focused needs
•VUL
•ING IUL-Global Choice
•Middle, Mass Affluent and Affluent Market Solutions
Training and Education
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CN1218-6659-0114 8
ING Life Companies: A Complete IUL Platform
Unique Product Family
IUL Education & Training
Market Segments: Middle, Mass & Affluent
Tools: Percentiles Calculator
Index Reporting
Concierge Service
Comprehensive End-to-End Platform
Market
Segents Tols Product Concierge
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CN1218-6659-0114
Three Index Strategies
Early Cash Value Rider
Traditional Loans
Combination of Strategies
Long-term Accumulation Potential
Select Loans
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ING IUL-Global Choice – A Good Fit
or
Product
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CN1218-6659-0114
INDEXED UNIVERSAL LIFE
First IUL was 1968 – Not as new as you think .
There have been several generations already.
Some are better than others.
WE THINK OURS IS BEST – LET’S SEE WHY!
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CN1218-6659-0114
SINGLE INDEX
The
Beginning
Multi- Index
Several Indices
You Choose
Multi-Index
Several Indices
Carrier Chooses
Multi-Index
Several Indices Market Chooses
IUL DESIGN EVOLUTION
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CN1218-6659-0114 12 12
WHY MULTI-INDEX
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CN1218-6659-0114 13 13
United States 49%
Japan 10%
Other Pacific 6%
United Kingdom 10%
Other Europe 20%
Canada 5%
Percentage of World Stock Market Capitalization
It is a BIG WORLD out there - 51% Non US! Source: Ibbotson Stocks, Bonds, Bills, and Inflation Yearbook
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CN1218-6659-0114 14 14
Best
2nd Best
Worst
THE USA IS NOT ALWAYS THE WINNER
70's 80's 90's 00's 1970-2010
Canada 11.00% 11.70% 9.90% 9.20% 10.70%
Europe 8.60% 18.50% 14.50% 2.40% 10.70%
Pacific 14.80% 26.40% 0.50% -0.30% 10.00%
EAFE 10.10% 22.80% 7.30% 1.60% 10.10%
USA 5.90% 17.60% 18.20% -0.90% 10.00%
WORLD 7.00% 19.90% 12.00% 0.20% 9.60%
Long Term Returns for the different parts of the World are remarkably similar
However, there is significant difference from decade to decade!
The U.S. Is Not Always the WINNER!
Source: Ibbotson Stocks, Bonds, Bills, and Inflation Yearbook
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CN1218-6659-0114 15 15
WHAT IF…
THERE WAS A WAY TO CAPTURE JUST
THE BEST PERFORMANCE
HOW WOULD THAT LOOK?
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CN1218-6659-0114
Global Indexed Strategies
Available in 2 Year and 5 Year strategies
Both the 2 Year and 5 Year Indexed Strategies use the following indexes: S&P 500®, EURO STOXX 50®, Hang Seng Index
After each 2 Year or 5 Year index crediting period, a portion of the two top indexes are used in the Index Credit calculation as follows:
• 75% of the highest Index Change Rate; plus
• 25% of the next highest Index Change Rate;
• 0% of the lowest Index Change Rate
0% Guaranteed Minimum Interest Rate
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Global Indexed Strategies
These unmanaged Indexes are not
intended to represent specific
investments. Investors cannot invest
directly in an Index. Past Index
performance does not represent future
performance of these Indexes. The
finishing positions for each Index were
determined based on the changes in the
value of each Index between the 28th
day of each month during the period
shown and the same date two or five
years earlier. The percentages shown
reflect the number of times that each
Index had the highest (1st place), second
highest (2nd place), and lowest (3rd
place) 2-year or 5-year Index Change
Rate on the 28th day of each month
during the period. The data provided
provides only a comparison of the
Indexes to each other and provides no
information relative to the performance of
the Indexes during the period shown.
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CN1218-6659-0114 18
Which Strategy Should Be Picked?
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CN1218-6659-0114
Three Index Strategies
Early Cash Value Rider
Traditional Loans
Combination of Strategies
Long-term Accumulation Potential
Select Loans
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ING IUL-Global Choice – A Good Fit
or
Product
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CN1218-6659-0114 20
Select Loans
• Select Loans are policy loans in
which an amount equal to the loan is
added to the policy Loan Amount while
also remaining in the Fixed Strategy
and/or Indexed Strategy as elected by
the policy owner
- Interest rate charged on the Loan Amount on Select Loans* is
fixed at 6.0% per year (current and guaranteed)
- Allows access to policy values while still enjoying the growth
potential offered by ING IUL-Global Choice.
* Select Loans have the risk that policy performance may be lower than projected if the amount credited to
the account value in the Fixed Strategy and/or Indexed Strategy is less than the fixed 6% interest
charged on the policy loan. Detailed additional information about policy loans is located in the policy
form and any personal policy illustration.
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CN1218-6659-0114 21
Select Loans The Risk in a Picture
Crediting rates and Index credits less than 6% have a negative spread - Historical Returns – 1 Year Hypothetical Periods
- 6% Select Loan Interest Rate
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Education - A Necessary Foundation
Learning Critical Product Basics • How IUL Really Works, and How to Illustrate and Compare
Understanding The Power Of Global • Leveraging the Power of ING IUL-Global Choice
Utilizing ING’s Accumulation and Protection Platform
• Critical Capabilities Beyond the Product
Aligning To Market Segment Solutions • Environmental Changes To Prompt Clients to Act Now
• Positioning for Middle, Mass Affluent and Affluent Markets
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Training
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CN1218-6659-0114
IUL - Multiple Market Opportunities
Middle Market (protection & retirement)
• Term and IUL Combo
Mass Affluent Market (retirement)
• S.O.L.A.R. (Self Owned Life And Retirement) Insurance Arrangement
• Employer /Business Owner funded approaches
• Employee / Individual funded approaches (401k look-alike)
Affluent Market (estate planning & asset management)
• Leverage sales (premium and private financing)
• Non-Leverage sales with tax advantaged asset (cash value)
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Market
Segments
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CN1218-6659-0114
IUL Tools – Percentile Guide
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Tools Compare indexing
strategies fairly
Historical percentile rates do not
and should not be used to predict
index credit rates in the future.
Past performance does not
guarantee future results.
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CN1218-6659-0114
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Tools When you want to compare
a specific rate…
IUL Tools Hypothetical Index Strategy Calculator
Historical percentile rates do not and should not be
used to predict index credit rates in the future.
Past performance does not guarantee future results.
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CN1218-6659-0114
Retirement Security Isn’t About Our Assets; It’s About Our Income
—
We can’t spend our assets, we need to convert
them into something we can spend first
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CN1218-6659-0114 27
Traditional Solutions
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CN1218-6659-0114
What are the ideal attributes of a retirement plan
Pre Tax Deposits
Tax Deferred Growth
Tax Free income
What is your retirement account worth if you die before retirement?
•Your retirement plan is broken!
•Life Insurance can provide spouse with a definitive answer
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CN1218-6659-0114
Summary
Taxable Bucket
Tax-Deferred Bucket-
Qualified Accounts
Tax Deferred Bucket-
Other Assets
Tax-Free Bucket
Money In—
Deposits
After Tax
Pre-Tax
After-Tax
After-Tax
Growth
Immediate Tax—No Deferral
Tax-Deferred
Tax-Deferred
Tax-Deferred
Money Out– Deposits
Tax-Free
Fully Taxed
Tax-Free
Tax-Free
Money Out-
Growth
Fully Taxed
Fully Taxed
Tax Rates Vary By Asset
Tax-Free
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CN1218-6659-0114
Roth IRA alternative
What do people like about the Roth IRA?
• After Tax Dollars
• Grows Tax Deferred
• Tax Free Income
• No Required Distributions
• Spousal Rollover
What don’t people like about the Roth IRA?
• Nothing!! Except the Mass affluent can’t qualify.
• Anybody that doesn't qualify for a Roth IRA, LOVES the Roth IRA.
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CN1218-6659-0114 31
Retirement Solutions
45 Male, Preferred Nonsmoker
Assumes 7.47%
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CN1218-6659-0114 32
Retirement Extra using Life Insurance
Pretax equivalent of $104,447
45 Male, Preferred Nonsmoker
Assumes 7.47%
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CN1218-6659-0114 33
WHAT ARE THE 4 USES OF SOLAR?
SOLAR For The Key Employee Benefit
SOLAR For The S-Corp, LLC Or LLP Owner
IRA RESCUE 72(t)
IRA RESCUE, RMD
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CN1218-6659-0114 34
SOLAR FOR THE KEY EMPLOYEE’S BENEFIT
Not Subjected To The Company’s Creditors
No Cost To Employee
Who Can Participate?
No ERISA
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CN1218-6659-0114
Key Employee
Key Employee Receives Bonus Of $20,000 for 20 years
Employee is in a 35% Tax Bracket
Retirement Age 65
Retirement Income For 25 Years
35
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CN1218-6659-0114 36
Key Employee Comparison
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CN1218-6659-0114 37
Key Employee Comparison
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CN1218-6659-0114 38
SOLAR FOR THE SMALL BUSINESS OWNER
What Is The Number 1 Question The Owner Of A Small Business (S-Corp, LLP, or LLC) Ask Their Advisors??
What About Me?
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CN1218-6659-0114 39
SMALL BUSINESS OWNER
Male Age 50, Preferred Non Tobacco
40% Tax Bracket
Pay $100,000 Per Year For 15 Years
Retire At Age 70. Take Retirement Distributions For 20 Years
Minimum Face Amount, Increasing And Optimal Switch
Exercise The Overloan Lapse Protection Rider
8.18% Illustrative Rate
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CN1218-6659-0114 40
SMALL BUSINESS OWNER OPPORTUNITY
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CN1218-6659-0114 41
SMALL BUSINESS OWNER OPPORTUNITY
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CN1218-6659-0114 42
According to the Investment Company Institute, there is about $4.7 trillion invested in IRA’s
IRA Distributions are income taxable at receipt
Those taxes are not known at this time
If desired, the client could borrow money from the ING IUL-Global Plus policy to pay the income taxes owed on the IRA distributions.
ING IUL Global Plus provides death benefit protection and a resource to pay income taxes that may be due
A complete assessment of the client's financial situation should be performed with the client's tax advisor and should include several important considerations, such as if the amount or method of payment changes, the 10% penalty applies retroactively, Federal and State ordinary income taxes are still applicable, there is a possibility your client could exhaust their retirement account early, and any Internal Revenue Code Section 72(t) distribution payment over the free withdrawal provisions of the existing contract or investment may be subject to surrender charges, should be reviewed with your client when considering this option.
For agent/registered representative use only. Not for public distribution.
CN0606-3026-0714
S.O.L.A.R. Insurance Arrangements funded by IRA Distributions
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CN1218-6659-0114 43
SOLAR IRA RESCUE 72(t)
Male 50, Preferred Non Tobacco, 35% Tax Bracket
His Current IRA Balance Is $300,000.
He Is Going To Take A 72(t) Distribution For 10 Years.
At Age 60, He Will Then Liquidate The Rest Of His IRA Over The Next 10 Years.
Distributions From Age 70 To Age 90
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CN1218-6659-0114 44
SOLAR IRA RESCUE 72(t)
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CN1218-6659-0114 45
SOLAR IRA RESCUE 72(t)
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CN1218-6659-0114 46
SOLAR IRA RESCUE 72(t)
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CN1218-6659-0114 47
SOLAR IRA RESCUE RMD
Male Age 65, Preferred Non Tobacco
Current IRA Balance of $1,000,000
Does Not Need IRA For Retirement And Would Like To Pass It On To His Children.
35% Tax Bracket
He Liquidates His IRA Over 5 Years By Taking Withdrawals Of $200,000 Per Year
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CN1218-6659-0114
SOLAR IRA RESCUE RMD
48
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CN1218-6659-0114
Roth IRA alternative
What do people like about the Roth IRA?
• After Tax Dollars
• Grows Tax Deferred
• Tax Free Income
• No Required Distributions
• Spousal Rollover
What don’t people like about the Roth IRA?
• Nothing!! Except the Mass affluent can’t qualify.
• Anybody that doesn't qualify for a Roth IRA, LOVES the Roth IRA.
49
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CN1218-6659-0114 50
Retirement Solutions
45 Male, Preferred Nonsmoker
Assumes 7.47%
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CN1218-6659-0114 51
Retirement Solutions
$30,769
20
$615,380
$723,905
$75,500
$2,642,500
$20,051,579
$664,000
$1,092,306
$20.252,366
54% INCREASE IN TARGET
12% INCREASE IN DISTRIBUTIONS
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CN1218-6659-0114
Information – Keep Clients Informed!
52
Reporting Monthly report for policyholders
featuring interim index values.
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CN1218-6659-0114
ING Global Life Concierge
53
Concierge
Answers questions about your client’s policy during the accumulation phase regarding premiums, loans, illustrations, distributions and more.
Trained to maximize your client’s policy distributions to supplement income during the distribution phase while lessening the risk of policy lapse.
Trained to lessen the risk of negative income tax consequences for your clients. * We reserve the right to change or modify this program at anytime in the future.
Count on a Dedicated Service Team ING’s
commitment is to provide you and
your client customized
retirement income analysis and we monitor those distributions
annually.
Available on Global family of products
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CN1218-6659-0114
Unlike annuities which have no hidden hazards in the event of lapse – Life Insurance can be subject to
―PHANTOM INCOME‖
The ING Concierge Unit is available to help clients manage and maximize income from policies and avoid phantom income.
Why?
54
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CN1218-6659-0114
The Problem
Illustration systems easily solve for the maximum income for
an assumed illustrated crediting rate.
This illustration has absolutely nothing to do with what
can be taken out of a policy!
This presents a serious problem for the Client, the Agent and
the Carrier.
55
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CN1218-6659-0114
Example
Original Illustration:
M45 PNT - $25,000 annual premium to age 65
Distribution age 66 – 85 (traditional loans only)
ING IUL-Global Choice
2-year point to point Global Index Strategy
Unlimited Cap / 0% floor / 55% participation
7.4% illustration rate
CSV at age 65 = $920,389
Annualized distribution $84,500 (percent of CV at age 65 = 9.18%)
56
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CN1218-6659-0114
Here We Are at Retirement Age 65
Let’s assume we had an un-eventful accumulation period. We have
arrived at retirement with $920,389 in cash surrender value.
The client picks up the original illustration out of his slightly musty file
and sends a note to the insurance carrier to start sending him $84,500
every year.
What happens if the future crediting rate averages 7% over 10 year
periods instead of the 7.4% assumed in the original illustration?
57
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CN1218-6659-0114
Insert 10 year hypothetical index return rates - Repeat
Hypothetical Index Credit Rates
Year Illust. Rate
1 6%
2 5%
3 8%
4 9%
5 7%
6 8%
7 4%
8 9%
9 6%
10 8%
Ave 7.00%
Original
illustration
assumed
7.4% return in
all years.
58
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CN1218-6659-0114
If We Leave The Client On His Own!
BIG PROBLEM!
$84,500 Client Takes Projected Income
Lapses at age 85
$1,654,569 income received
- 500,000 cost basis
$1,154,569 Taxable Income
$461,827 Tax due at 40% bracket
59
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CN1218-6659-0114 60
Concierge – Distribution Options
Original Distribution Results
• Income age 66 to 84
$84,500
• Income age 85 $49,069
• LAPSED age 85
Total Income $1,605,500
20 year Avg Income $80,275
Age 121 CV LAPSED
Age 121 DB LAPSED
Taxable Inc $1,154,569
Tax @ 40% $461,827
Resolve Level Distribution
• Income age 66 to 85
$82,677
Total Income $1,653,540
20 year Avg Income $82,677
Age 121 CV $1,008
Age 121 DB $1,008
Taxable Inc none
Tax @ 40% none
Original Distribution Results
with OLP Rider
• Income age 66 to 83
$84,500
• Income age 84 $61,470
• Income age 85 $4,607
Total Income $1,587,077
20 year Avg Income $79,353
Age 121 CV $0
Age 121 DB $0
Taxable Inc none
Tax @ 40% none
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CN1218-6659-0114 61
Concierge - Annual Managed Re-Solve
Original Distribution Results
Total Income $1,605,500
20 year Avg Income $80,275
Age 121 CV LAPSED
Age 121 DB LAPSED
Taxable Inc $1,154,569
Tax @ 40% $461,827
Resolve Level Distribution
Total Income $1,653,540
20 year Avg Income $82,677
Age 121 CV $1,008
Age 121 DB $1,008
Taxable Inc none
Tax @ 40% none
Managed Distribution Results
Age Dist Age Dist
66 80,000 76 80,000
67 80,000 77 80,000
68 80,000 78 80,000
69 80,000 79 84,500
70 80,000 80 82,500
71 84,500 81 84,500
72 80,000 82 80,000
73 84,000 83 84,500
74 80,000 84 84,500
75 84,500 85 84,500
86 80,000
Total Income $1,718,000
20 year Avg Income $81,900
Age 121 CV $1,008
Age 121 DB $1,008
Taxable Inc none
Tax @ 40% none
• Income range from
$80,000 to $84,500
• Income extended
one year longer
• Higher total income
• Policy stays inforce
to maturity
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CN1218-6659-0114
WHAT ABOUT
SELECT LOANS?
62
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CN1218-6659-0114
SIMILAR – DIFFERENT - VOLATILE
Historically, Select Loans are positive 65% to 75% of the time. They may be worthwhile.
Select Loans will result in more volatile income streams than is show in illustrations.
If you have support, a ―Concierge Unit‖, in ING’s case, you can work with Select Loans.
IF YOU DON’T - DISASTER AWAITS!!!
63
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CN1218-6659-0114
Concierge Unit – Extremely Important
Leaving a Client on their own is Dangerous.
―Concierge‖ is Necessary for all Leverage Sales.
If Your Carrier Can’t or Won’t Do It - You Must!
Take it Seriously!
64
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CN1218-6659-0114
ING Life Companies sends reminder to Client Annually.
Client & Concierge Unit Agree on Assumptions.
Annual Re-Solve is Done to Maximize Income.
Start With Original Sales Assumptions – or
Use More Conservative Assumptions.
65
How The Concierge Unit Can Help?
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CN1218-6659-0114
THE A.P.P.
66
Download
Icon to iPad!
www.lifeproductavenue.com
66
ING’s Accumulation & Protection Platform (A.P.P.)
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CN1218-6659-0114 67 67
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CN1218-6659-0114
The Opportunity
People need to :
Save More
Protect More
68
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CN1218-6659-0114
Life Insurance a Great Solution
ING’s Accumulation and Protection Platform ~
The complete IUL Package
69
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CN1218-6659-0114
THANK YOU!
Questions?
70