Reduce 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!]

Benefits of Permanent Life Insurance

Presented by Gary Peterson

Many of us look for the easy or quick sale. We forget that most of the public are not familiar with the many benefits permanent life insurance can offer. I saw that a study was done showing that most people believe that life insurance is used for Final Expenses and income replacement. Here are several other ways Life insurance can be used to benefit your clients:

    1. Paying mortgages and debts
    2. Paying estate taxes
    3. Creating an estate
    4. Providing a cash flow in retirement
    5. Equalizing an inheritance
    6. Paying for college
    7. Taking out a loan/borrowing against
    8. Funding charitable contributions

What’s behind door number 3? A life insurance conversion alternative – Part Two

Presented by Brian Leising


Are you unhappy with the conversion options available to your clients? Not able to sell term and permanent coverage to every client every time?  Here’s another option to consider: Return of Premium (ROP) term.  How can ROP help?  At the end of the term the client receives cash, walks away and that’s the end of it, right?  Most carriers offering ROP actually give the clients three options.  The obvious option is to take the cash and run.  The client could also apply the cash to convert to whatever permanent plan the carrier makes available at the time, thereby reducing the required premiums to maintain the same face amount.  What people tend to forget is the third option.  The client can choose to use the ROP funds to purchase a reduced paid-up policy.  The policy is paid-up…guaranteed.

Here’s an example from one company using a preferred non-smoking male age 35 for $500,000: The annual premium is $110.  After 30 years the person could choose a $64,322 paid-up policy.  He could alternatively purchase a traditional term for $530/year and 30-pay a $64,322 no-lapse UL for only $544/year.  Two separate policies actually represent a savings of $26 in this scenario.  But is your client going to do that?  If they will, that’s great, you just used the ROP concept to sell a permanent plan in addition to the term you were going to sell anyway.  Your client is closer to having the proper coverage for their needs and you made more money.  Cha-ching!  But how many of your clients are actually going to do that?  They may not see the need for permanent coverage.  When money gets tight, which policy is going to go?  What if they miss a premium payment on the no-cash no-lapse guarantee UL?  There are potential leaks in the two-policy plan.  People don’t always do what’s best for them, but what is perceived to be easiest.  The ROP option gives the client only one policy to deal with and an absolute guarantee their permanent plan will indeed be permanent.  They know from day one how much permanent coverage they will have and what the premium will be – zero.  Show your clients what’s behind door #3.  You can’t lose.

Legacy Building

Presented by Gary Peterson

Legacy building is a strategy that utilizes the leverage of permanent life insurance as an efficient way to pass along assets to beneficiaries. Often, existing funds are transferred to a life insurance policy, which immediately increases the amount of the legacy in the form of the death benefit.

North American has some great resources to help you discuss legacy building with clients and prospects and generate more and bigger permanent life sales.

Building a Legacy