Continuing Education for Advisors

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1 Continuing Education for Advisors knowledge continuing training educate online awareness participate Participating life insurance

2 Learning objectives By the end of this course you will be able to: Explain what participating life insurance is Explain how participating life insurance works Know when to recommend participating life insurance 2

3 Now more than ever, participating permanent whole life plans offer tremendous value to participating policyholders. Canadians have increasingly demonstrated renewed interest in par products. Sales have been on the rise since a low in 2001, while sales of universal life (UL) have declined or held steady over the same period. As the Canadian boomer market moves from the accumulation of assets to protection and as they transfer those assets to the next generation, they are looking for products that offer both growth and stability. The benefit of participating life insurance in today s market? What is participating whole life? Participating life insurance plans offer clients the opportunity for long-term growth without the volatility traditionally associated with equity markets. 3

4 How does participating life insurance work? Life insurance involves the transfer of risk from an individual to a life insurance company. With participating life insurance, a portion of the risk is shared among the policyholders and the company. As part of the risk-sharing relationship, participating policyholders may also share in certain rewards when policies perform better than originally expected. This reward may come in the form of a policyholder dividend, which is a portion of the earnings from the insurance company s participating account. This account is where the investments, expenses and other items related to the company s participating policies are tracked. The company determines at least annually, through the sole discretion of its Board of Directors, if there will be a dividend and the amount of any dividend. What are the differences between participating policyholder dividends and shareholder dividends? Policyholder dividends are based on the experience of the company s participating account. Shareholder dividends are based on the company s overall performance, including earnings from all of its lines of business. There is no direct relationship between these two types of dividends. That is why it s possible for policyholder dividends to decrease in the same year the company s shareholder dividends have increased. Consequently, it is also possible for policyholder dividends to increase in the same year that shareholder dividends have decreased. 4

5 What determines the dividend credited to a participating policy? It is important to note that policyholder dividends are not guaranteed and they will vary from year to year. Participating policies are grouped based on certain factors such as the type of policy and when it was purchased. The experience of each group determines the dividends available to be allocated within the group. This approach in determining dividend allocation is known as the contribution principle and is used by life insurance companies in Canada to help ensure a fair distribution of the participating account earnings among the participating policyholder groups. The amount of dividends allotted each year can vary upward or downward as a result of a change to the dividend scale. The dividend scale is the outcome of a series of calculations. It will determine how the available earnings for the group will be allocated to each individual policy in the form of policyholder dividends. 5

6 What is meant by experience? Insurance companies will design their products based on a set of risk assumptions to be shared with the policyholder. These risks include investment returns, mortality, expenses, taxes, inflation and the number of policyholders they assume will cancel their coverage. Each year, the company compares these assumptions to the actual results and the anticipated future results for their participating life insurance product. This assessment defines the experience for the group. Experience that is better than the assumptions made creates earnings that are available to be distributed as policyholder dividends. When experience worsens, earnings available to be distributed as dividends will decrease. If the experience is equal to or worse than the assumptions made, dividends may be zero. 6

7 There are three key risks that can be used to further explain how experience impacts the dividend scale and the earnings available to be allocated as policyholder dividends. Expense risk Mortality risk Investment risk - Like any business, an insurance company has expenses such as the cost to develop, market, distribute and administer insurance products - Expense risk reflects the company s ability to control and reduce expenses, relative to the assumptions made in the dividend scale - The impact of the expense experience on participating account earnings is relatively small, but changes can have a significant impact on participating policies with smaller face amounts - During periods of high inflation, expenses will increase - Mortality is the number of deaths expected to normally occur in a given group at a given age - Mortality risk reflects the death benefits actually paid, in relation to the assumptions made in the dividend scale for the group - The impact of mortality experience on participating account earnings is gradual over time because mortality trends and changes to mortality trends develop slowly - Premiums from all participating policies in the group are pooled; funds not required to pay benefits, expenses and taxes are invested to provide for future benefits - The investment risk reflects the company s actual returns on the invested funds, net of losses due to defaults, in relation to the assumptions made in the dividend scale for the group - Investment experience is usually the most important factor in determining annual participating account earnings - The participating account has investments in a variety of asset classes and has a long-term investment strategy 7

8 How do participating account portfolio investments respond to market conditions?? The investment return experience is normally the most important factor influencing the earnings Why Sun Life available to be credited as policyholder dividends. Financial for par? A long-term investment strategy, together with a large, well established participating account, contributes to more stable investment returns. As a result, these investment returns tend to fall more slowly than actual interest rates and equity markets. They also recover more slowly when actual interest rates increase or equity markets enter periods of growth. The following chart illustrates the performance of the Sun Life Participating Account over the past 25 years. We sold our first participating life insurance policy in We ve paid policyholder dividends every year since 1877 and have a large, prudently managed par account. We have over $16 billion in par account assets, and support 1.6 million par policyholders who have over $87.6 billion of participating life insurance with us. 35% Historical returns 30% 25% 20% 15% 10% 5% 0% -5% -10% -15% Calendar year -20% -25% -30% -35% Dividend Interest 10-year GOC bond S&P/TSX 5-year GIC CPI 8

9 What safeguards are in place to protect the interests of participating policyholders? The participating account is kept separate As required by law, the insurance company maintains an account for its participating policies that is separate from the accounts for its non-participating policies and other businesses. The participating account records the assets, liabilities, premiums and any earnings for the participating policies only. With participating life insurance, only the base insurance amount and any additional coverage provided under either a dividend option or any optional plus premium benefit are considered participating. All other optional benefits are considered to be non-participating and do not contribute to the participating account, nor are they eligible for policyholder dividends. The Board of Directors (the Board) The Board decides if policyholder dividends will be paid and the dividend scale that will be used to allocate them. Participating policyholder dividends are reviewed at least annually. The Board considers the participating policyholder dividend recommendation of the company s Appointed Actuary who applies sound actuarial principles and practices in formulating the recommendation. Before declaring the annual participating policyholder dividend, the members of the Board review a written report that includes a signed opinion from the Appointed Actuary stating that the policyholder dividends being considered are in accordance with the company s dividend policies. 9

10 Dividend options Paid-up additional insurance Enhanced insurance Annual premium reduction Dividends on deposit Cash payments Paid-up additional insurance Policyholder dividends credited to the policy are used to purchase paid-up additional insurance. The paid-up additional insurance is added to the base insurance amount creating another layer of permanent protection. This layer as well as the base insurance amount is the basis for earning dividends, resulting in a compounding effect of dividend earning potential. The paid-up additional insurance also has a cash value which accumulates over time on a tax-preferred basis. Paid-up additional insurance Paid-up additional insurance Total death benefit* Base insurance amount * The total death benefit is not guaranteed. Time 10

11 Enhanced insurance Enhanced insurance is a dividend option that enables clients to establish a permanent life insurance policy in a cost-effective manner. With enhanced insurance as the dividend option, on each policy anniversary any dividend credited to the policy is used to purchase a combination of yearly term insurance and paid-up additional insurance (PUA). This combined amount is equal to the enhanced insurance amount set out in the client s policy. In the graph to the right, you can see the various layers of coverage in a policy with the enhanced insurance dividend option. The first layer is the base insurance amount which is the permanent insurance that is guaranteed for the entire lifetime of the insured person, regardless of future Yearly term * The total death benefit is not guaranteed. Dividend crossover point Base insurance amount dividend scales, provided all of the required premiums are paid. The next layer is the enhanced insurance amount at issue this is made up entirely of yearly term insurance. On every policy anniversary, any dividends credited are used to purchase a combination of yearly term and paid-up additional insurance equal to the initial enhanced insurance amount. Time Over time, paid-up additional insurance replaces the yearly term insurance. Paid-up additional insurance Total death benefit* 11

12 The dividend crossover point occurs when all of the yearly term insurance is replaced by paid-up additional insurance. Then any future dividends are used to purchase more paid-up additional insurance. The paid-up additions earn dividends and accumulate cash value. The result is a higher total cash value and a higher total death benefit. An important element of the enhanced insurance dividend option is which of two guarantees the client chooses at purchase.! Sun Par Protector offers clients the choice of two guarantees under the enhanced insurance dividend option. They can choose either the lifetime guarantee, or the 10-year guarantee. Lifetime guarantee With the lifetime guarantee, the enhanced insurance amount is guaranteed for the life of the policy regardless of the policyholder dividend performance. If the policyholder dividends credited to the policy are insufficient to pay for the yearly term insurance required, we will surrender any previously purchased paid-up additional insurance for its cash value to make up the amount owing. This ensures that the total death benefit remains intact. Even if the combination of the dividend credited and cash value from surrendered paid-up additional insurance is insufficient to pay for the cost of the yearly term insurance, the lifetime guarantee will ensure the total death benefit remains intact. 12

13 10-year guarantee If a client selects the 10-year guarantee, the enhanced insurance amount is guaranteed for the first 10 years of the policy regardless of policyholder dividend performance. If the policyholder dividends credited to the policy are insufficient to pay for the yearly term insurance required, we will surrender any previously purchased paid-up additional insurance for its cash value to make up the amount owing. At any time during the first 10 years, if the combination of surrendered paid-up additional insurance and policyholder dividends can t cover the cost of the yearly term insurance, we guarantee the total death benefit will remain intact during that time. Starting on the 11 th policy anniversary, if the combination of policyholder dividends and surrendered paid-up additional insurance (PUA) is not sufficient to cover the cost of yearly term insurance, we will reduce the remaining yearly term insurance to the amount that may be purchased at that time. To maintain the original coverage, the policy owner may make additional payments in the form of plus premium benefit payments which we determine are enough to prevent a reduction to the enhanced insurance amount from occurring. Under these circumstances, these additional payments will not be subject to additional evidence of insurability. However, the policy owner will be limited to paying what is needed to maintain the yearly term insurance. Note about surrendering PUAs When PUAs are surrendered for their cash value, the death benefit will decrease by more than the cash value. This is a result of the multiplier effect of PUAs where one dollar of cash value equals more than one dollar of death benefit. 13

14 Annual premium reduction Dividends credited to the policy are used to reduce the annual premium for the next policy year. If in the future the dividends exceed the annual premium, then the excess amount is held in the withdrawable premium fund. Dividends on deposit Dividends credited to the policy are automatically deposited into an account that is similar to a savings account and earns taxable interest. Clients have access to these dividends at any time. The death benefit is equal to the base insurance amount plus any remaining dividends on deposit. Dividends paid will become taxable once cumulative dividends paid exceed the adjusted cost basis of the policy. Cash payment Dividends are paid in cash directly to the client each year. Dividends paid will become taxable once cumulative dividends paid exceed the adjusted cost basis of the policy. Summary of dividend options available Annual cash flow Cash accumulation Increase in death benefit Annual tax reporting Paid-up additonal insurance No Yes Yes No Enhanced insurance No Yes No 1 No Dividends on deposit No Yes Yes 2 Yes Annual premium reduction Yes No No Yes Cash payment Yes No No Yes 1 May occur if and when the dividend crossover point is reached. 2 The value of dividends on deposit is added to the death benefit. 14

15 Premium offset Premium offset is a non-contractual feature that may be available at some point in the future. If your clients select paid-up additional insurance or enhanced insurance with the 10-year guarantee as their dividend option, they may be able to select premium offset in the future. After paying the required premiums for a number of years, annual dividends combined with the surrendering of existing paid-up additional insurance for its cash value are projected to be sufficient to pay the required premium in future years. Premium offset may occur when the base insurance amount and any paid-up additional insurance have created a base large enough to earn enough policy owner dividends, which in combination with the surrendering of paid-up additional insurance, are projected to be sufficient to cover the cost of future premiums. While premium offset provides clients with future flexibility for premium payments, it is important to remember that other values, such as the increase in death benefit and cash value, will not accumulate to the same extent as they would if the client continued to pay the premium with out-of-pocket payments. And while the performance of policy owner dividends plays an important part in determining the future premium offset point, there are a number of other factors that should be taken into consideration. These factors include cash withdrawals, policy loans, a change in dividend option and the addition of optional benefits to the policy. 15

16 Premium offset at year 15 Current dividend scale Alternate dividend scale Paid-up additional insurance Total death benefit* * The total death benefit is not guaranteed. Base insurance amount Time If your clients elect paid-up additional insurance as their dividend option, the potential premium offset point may occur earlier than if they elected enhanced insurance as their dividend option. This is because the policyholder dividends credited under the paid-up additional insurance dividend option are used entirely to purchase additional insurance. Whereas, with enhanced insurance, the policyholder dividends are being used to purchase a combination of paid-up additional insurance and yearly term insurance. So while changes in the dividend scale will have an impact on the premium offset point, regardless of the dividend option elected, clients electing enhanced insurance as their dividend option will likely see a greater impact than those electing paid-up additional insurance. Even if the policy has gone on premium offset, if the dividend scale is reduced in the future, clients may have to either resume paying premiums to maintain their coverage, or elect a decrease in the death benefit. 16

17 Plus premium benefit Participating whole life insurance products typically offer clients the opportunity to make additional payments beyond the required premiums. This option would generally be available to be made either as lump-sum payments or combined with the scheduled required premiums. The availability of this option will depend on the terms set by the insurer, but is typically available when the client has chosen either the paid-up additional insurance or enhanced insurance dividend options. The additional premiums paid under this option allow the policyholder to increase the amount of paid-up additional insurance purchased. The result will be a more rapid accumulation of paid-up additional insurance and the cash value associated with it. The insurer will set maximums in order to prevent the growth from exceeding the maximum tax exempt limit. The power of plus premium benefit Paid-up additional insurance dividend option Paid-up additional insurance purchased by plus premium benefit Paid-up additional insurance purchased by dividends Total death benefit* Base insurance amount * The total death benefit is not guaranteed. Time With enhanced insurance as the dividend option, the total death benefit will not increase immediately. Instead, the paid-up additional insurance purchased by the additional premiums would replace the yearly term portion of the enhanced insurance more rapidly. Eventually, the paid-up additional insurance would entirely equal, then exceed, the enhanced insurance amount, making the total death benefit grow from that point onward. 17

18 Policy cash values what they mean and how they are calculated Guaranteed cash value: Guaranteed cash values are set out in the client s policy. They typically begin at the end of year five. Guaranteed cash values are not affected by the dividend option selected. They are determined on the base permanent insurance portion of the policy and vary by issue age, sex, payment period, smoking status and payment duration. Non-guaranteed cash value: Non-guaranteed cash values arise when dividends are used to purchase paid-up additional insurance or left on deposit. These cash values are available only if a client has elected paid-up additional insurance, enhanced insurance or dividends on deposit as the dividend option with the policy. $ How to calculate the total cash value: Guaranteed cash value + Any accumulated dividends on deposit + Cash value of any paid-up additional insurance + Any value in the withdrawable premium fund Any outstanding policy loans or automatic premiums loan = Total cash value The total cash value of the plan is made up of guaranteed cash value plus any cash values that are generated by dividends, as well as any plus premium benefit payments if the client has elected the optional plus premium benefit. 18

19 Cash accessibility options Cash withdrawals are: Available with paid-up additional insurance or dividends on deposit. Not available with enhanced insurance, annual premium reduction or cash payments. Another way clients can access the cash value from their participating policy is through withdrawals. If a client has elected either paid-up additional insurance or dividends on deposit as their dividend option for their policy, they can access the cash values arising from policy owner dividends through withdrawals. Withdrawals are available in amounts equal to or greater than $1,000. If the dividend option is paid-up additional insurance, the cash withdrawals are made by surrendering paid-up additional insurance to access the policy s cash value. The total death benefit will be reduced by the amount of the paid-up additional insurance surrendered for the withdrawal. It is important to note that the death benefit will be reduced by more than the amount withdrawn. That s because, with paid-up additional insurance, one dollar of cash value results in more than one dollar of death benefit. If a withdrawal of guaranteed cash values is made, the base permanent insurance portion and all other guaranteed values associated with the plan will be reduced accordingly. Cash withdrawals are not available with enhanced insurance, annual premium reduction, or cash payments. 19

20 Policy loans Clients can access the cash value of the policy through a policy loan, anytime the policy is in force. A policy loan will accrue interest. The client can repay the policy loan at any time without penalty. Upon the insured person s death, the balance of any policy loan is subtracted from the death benefit payable. If the client requests policy loans, they will be subject to taxation to the extent the loan exceeds the adjusted cost basis (ACB) of the policy. Up to 100% of the total cash value, less one year s interest, less any existing indebtedness may be borrowed. Policy loans are a good way for clients to take advantage of the cash accumulated in their policy. The higher the total cash value in the policy, the more funds the client can borrow. $ Adjusted cost basis (ACB) The ACB of a life insurance policy is calculated using a complex formula that takes into account all premium payments, withdrawals, loans and the net cost of pure insurance. 20

21 Non-forfeiture options Sun Par Protector and Sun Par Accumulator have non-forfeiture options that can keep some coverage in force for clients, in case they can t pay the required premiums. Automatic premium loan If a premium is outstanding, the amount will first be taken from the withdrawable premium fund. If there isn t enough money in the withdrawable premium fund, then the amount will be paid through an automatic premium loan. Automatic premium loans are available only to pay unpaid premiums and cannot be requested by the client. The client s policy will lapse when the total loan plus applicable interest exceeds the total cash value of the policy. Reduced paid-up life insurance With reduced paid-up life insurance, Sun Life Financial will decrease the death benefit to an amount where premiums will be no longer payable. If the dividend option on the original policy was either enhanced insurance or annual premium reduction, it will automatically change to paid-up additional insurance. Any benefits attached to the policy will be terminated once the policy changes to reduced paid-up.! You can customize clients policies with these optional non-par benefits Term insurance (base insured) 5-, 10-, 20-year Term insurance (additional insured) 5-, 10-, 20-year Child term insurance Accidental death benefit Total disability Total disability benefit for juveniles Owner waiver on disability Owner waiver on death Guaranteed insurability benefit 21

22 When to use participating whole life? Estate protection Par whole life is an ideal choice for estate protection as it offers an increasing death benefit. Investment shelters On an individual or corporate basis, par whole life is ideal for its long-term growth potential. The compounding effect of dividends allows clients to accumulate significant sums within their policy, without necessarily exposing themselves to volatile equity markets. Leveraging Ideal for clients looking to supplement their retirement income, a par policy allows the client to take advantage of the policy values. Due to the stability of the guaranteed cash values and previously credited dividends, clients can potentially access greater amounts through a leveraged lending arrangement. Young children A 20-pay plan is an ideal configuration for juveniles. Par as an asset class For those clients who may be equity heavy, participating whole life plans allow policyholders to diversify their assets. 22

23 Meet Frank Frank, age 55 has built a sizeable estate and is looking forward to an early retirement. He is also laying the groundwork for an efficient transfer of wealth to his three grown children. The challenge Frank s experience in the world of investing has been bittersweet. His hands-on approach has allowed him to successfully build a sizeable portfolio. However recent pullbacks in equity markets have left him scratching his head. He built his fortune over his lifetime and does not want to see it decreased through excessive exposure to unpredictable equity markets. As he approaches retirement, Frank s focus will be to slow down and take a more passive approach to protecting his assets. The solution If Frank purchases a $1M Sun Par Accumulator policy and selects paid-up additional insurance as the dividend option, his annual premium would be $46,030. As Frank has substantial non-registered assets, he also chooses to add the plus premium benefit. This would allow him to make additional annual payments of $7,520 for a total of $53,550. He would make these payments for the next 10 years. Sun Par Accumulator could provide an ideal estate transfer vehicle for Frank. The policy illustration projects a tax-free death benefit of $1,610,630 at age 85, assuming the current dividend scale. Dividends are not guaranteed and will vary based on a number of factors including investment returns, mortality, inflation, lapses and taxes. 23

24 Given Frank s history of hands-on management, the higher early cash values available with Sun Par Accumulator give him the comfort he is looking for. The policy cash value projected at year five is $246,871. As a par policy, Sun Par Accumulator can provide Frank with access to a stable and well managed par account to assist him with his estate transfer wishes and the opportunity for growth. Projected total cash value comparison Sun Par Protector Sun Par Accumulator Total death benefit 35 $3,500, $3,000, $2,500, $2,000, $1,500, $1,000,000 5 $500,000 $ Age Sun Par Protector Sun Par Accumulator Male, age 55, non-smoker, $1M death benefit, paid-up additional insurance Sun Par Protector is funded using base premiums of $42,090 with plus premium benefit of $11,460. Premiums are made for 10 years and then projected to go on offset. By comparison, the total cash value of Sun Par Protector at year five is $89,546 versus $246,871 for Sun Par Accumulator. This is an ideal solution for Frank as he is used to hands-on management of his investments and likes to see that his premiums are reflected in his cash values in the early years. 24

25 Meet Mary and Dianne Mary and Dianne are identical twins, age 45. Both earn $500,000 per year as lawyers, have maxed out their registered retirement savings plans (RRSPs) and are looking for permanent life insurance protection for estate preservation with an element of additional tax-preferred savings. The challenge While much of their lives have been identical both married, two children and a dog they have truly different investment styles. Mary invests heavily in the market, and market turmoil does not cause her sleepless nights. She enjoys the opportunity for potential high returns. On the other hand, Dianne is willing to give up some potential return for more steady and stable growth. Both have a $1M permanent life insurance need. The solution Dianne purchases a 20-pay $1M Sun Par Protector policy with paid-up additional insurance as the dividend option. Premiums of $33,480 are payable for 20 years. Dianne is comfortable with the steady and conservative nature of the investments held within the par account. She likes the fact that the diversified portfolio of bonds, mortgages, real estate and conservative equities are managed with a long-term view. As Mary prefers to make her own investment decisions, she chooses a no bonus universal life plan with a $1M face amount, an increasing death benefit and a level cost of insurance structure. She also contributes annual premiums of $33,480 for 20 years and selects a diversified mix of equity based investments. While she realizes that the returns within her policy will fluctuate from year to year she assumes an average net rate of return of 6.5% over the life of the plan. 25

26 Projected death benefit comparison Sun Par Protector SunUniversalLife Total death benefit $00 $5,000,000 $4,500,000 $4,000,000 $3,500,000 $3,000,000 $2,500,000 $2,000,000 $1,500,000 $1,000,000 $500, Age Sun Par Protector SunUniversalLife Female age 45 non-smoker, $1M SunUniversalLife and $1M Sun Par Protector Thanks to strong equity market performance, Mary s universal life plan resulted in larger cash values and death benefits at ages 65 and 75. However, softer and more volatile markets in the years leading up to age 85, resulted in a universal life policy with a lower cash value and death benefit than Dianne s Sun Par Protector policy. The Sun Par Protector plan has benefitted from stable and consistent returns of the par account. While both Mary and Dianne were able to meet their need for a tax-preferred estate protection solution that provided the opportunity for increasing cash values and death benefit, they both went about it a different way. Sun Par Protector may be ideal for those conservative clients who appreciate a solution that offers the potential for lower volatility in cash value and death benefit growth over time without the need to make ongoing investment decisions. 26

27 Meet Paul Paul, 45, is a successful executive with a young family and a $500,000 permanent life insurance need. Even though he is not planning to retire for another 20 years, his focus on asset accumulation has resulted in building a significant portfolio. Part of Paul s success lies in his passion for his career and willingness to take risks. As a result, Paul s long-term assets are primarily equity based. The challenge Paul has been anxiously watching market events over the past two years and is concerned about what the future holds for his family. In addition to his $500,000 permanent life insurance need, Paul is looking for ways to shift a portion of his assets to a tax-preferred environment while diversifying his holdings away from the volatility of a straight equity based portfolio. The solution Paul purchases a $500, pay Sun Par Protector policy and selects paid-up additional insurance as the dividend option. Annual premiums for this plan are $17,270 and are payable for 20 years. Sun Par Protector is an ideal solution for Paul as it provides the permanent life insurance protection he requires with premiums that stop at his planned date of retirement. As a participating policy that is eligible to earn dividends, it provides the opportunity to accumulate significant cash values in a tax-preferred environment. The policy illustration projects a tax-free death benefit of $1,869,071 at age 80, assuming the current dividend scenario. Dividends are not guaranteed and will vary based on a number of factors including investment returns, mortality, expenses, taxes and inflation. The projected total cash value of this plan is $560,448 at age 65. Cash values can be accessed should Paul need to supplement his retirement income. 27

28 This solution also addresses Paul s diversification concerns. Investment returns are one of the primary factors influencing the earnings available to be credited as dividends. Investments within the par account are managed to help meet the long-term needs of our participating policyholders. Due to the long-term investment philosophy of this account and the relatively stable cash flows into this account, Sun Life Financial can invest in longer-term holdings such as real estate, equities, bonds and mortgages. Projected death benefit and total CSV comparison Total cash value Total death benefit Total death benefit 40 $4,000, $3,500, $3,000, $2,500, $2,000, $1,500, $1,000,000 5 $500,000 $ Age Total cash value Total death benefit Male, age 45, non-smoker, $500,000 Sun Par Protector 20-pay 28

29 Why partner? 1. Brand, strength and integrity 2. Competitively designed and priced products 3. Sales strategy tools 4. Expert, accessible underwriting 5. Regional support 6. VIP treatment via Strategic Partner Program Visit us around the clock to check out our broad range of tools and support services, including our proprietary sales concepts, Finanical Advisor bulletins, case studies, needs analysis softward and full product guides. Want to know more? If you already work you can contact your regional distribution office to arrange for face-to face case assistance, or consultation on advanced tax estate planning issues. Call SUN/4786 option 5. If you don t currently work call SUN/4786 option 3, 1 to inquire about contracting. knowledge continuing training educate online awareness participate

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