Turn Your Clients’ “Lazy Money” Into Life Sales
Presented by Gary Peterson Have you heard about the Smart Money Concept? If you have clients that are planning on leaving assets to their family, or have money set aside for an emergency, this may offer a safe way for them to pursue their goals. Permanent life insurance offers four key benefits: · Income tax-free death benefit to beneficiaries · Access to cash value for unexpected or immediate needs · Access to the death benefit for living needs · Competitive returns on death benefit over life expectancy and/or cash surrender value With the Smart Money program, there are no surrender charges and penalty-free withdrawals (talk to your Life Marketer to ensure your case has the necessary riders for the Smart Money sale). I have attached information for you to review as well as an illustration of the potential this program may offer to your clients. Give me, Gary Peterson, a call at 800-397-9999 to discuss. Smart Money Marketing Guide Smart Money Agent Worksheet Smart Money Tip Sheet Smart Money Valued Client Sample IllustrationReduce Retirement Risk
Presented by Brian Leising “I’m too busy building wealth for my clients, why would I integrate permanent life insurance into my financial planning practice?”Sales expert Jeffrey Gitomer says “the fear of loss is greater than the desire to gain.” Think about it, how many calls do you get from concerned clients when the stock market is going up? How many do you get when it is crashing? In the retirement planning process, we usually focus on how much money our clients can accumulate in order to retire when they want with the lifestyle they want. Risk mitigation is handled through asset allocation and dollar-cost averaging. We want our clients to make enough money to be happy without losing more than they can stomach along the way.
What about the risks our clients face during their retirement years? What could erode a well-crafted retirement plan when the income is needed? The risk of stock market declines still exists but clients also face future taxes, the high costs of health care in retirement, social security considerations and the risk of simply outliving the plan YOU created.
Adding permanent life insurance into your clients’ portfolio can reduce their risk in each area.
Want to learn more? Ask about my Retirement Risk sales series. I can start sending you the 7-part series today!
[You don’t want to miss Retirement Risk #5, your clients’ most costly risk!]
Universal Life Beats Term!
Presented by Brian Leising For those who attended the Financial Brokerage 2015 Sales Summit (and those who couldn’t make it), two of the most popular sales ideas proved that Universal Life Insurance could cost your clients less money than Term Life Insurance! Here are two scenarios from Prudential and Protective Life: Prudential UL Beats Term– This works for clients who have ample cash flow. The example is attached. A male age 63 could purchase a 20 year term for $9715/year, paying a total of $194,300 over 20 years. You could save him $33,132 by selling an 8-pay UL for $20,146/year (total outlay $161,168). If the annual premium is too high, you could drop it down to a 12-pay for $14,410. This saves the client $21,380 for a total outlay of $172,920. In all scenarios, the client has $1,000,000 of death benefit for 20 years. With the UL, he saves money and has the option to continue coverage by resuming premium payments. He would be too old to convert to a permanent plan at age 83. By the way, the commissionable target premium on the UL is $19,910 versus the $9715 for the 20 year term. Do you want to overpay for term with no options or save money and maintain your options with a UL? Protective Renting (term) vs. Owning (UL) – Owning usually costs less than renting over time and life insurance is no exception. Our example was a 45 year old male preferred non-smoker purchasing a $250,000 lump-sum death benefit with an Income Provider Rider paying an additional $60,000/year for 10 years. If he purchases a 20 year term at age 45 and a 30 year guarantee UL at age 65 his total outlay will be $404,494 by age 95. If he instead purchased a UL with an age 95 guarantee, he would only pay $221,400.50 over the same time period. That’s a 54% savings!!! What could your clients do with an extra $183,093.50? Pru UL beats term Protective UL beats termTerm | Universal Life | |
Age 45 annual premium | $938.21 | $4428.01 |
Age 65 annual premium | $12,857.60 | $4428.01 |
Age 95 total paid | $404,494 | $221,400.50 |