Financial Advisor Variable Annuity Sales Practices

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1 Financial Advisor Variable Annuity Sales Practices Clifford Kirsch Sutherland Asbill & Brennan LLP 1114 Avenue of Americas-40 th Floor New York, NY (212)

2 Relevant Suitability Requirements A. NASD Suitability Requirements 1. Conduct Rule Conduct Rule Special Guidance for Variable Annuities a) NASD Notice to Members b) The SEC/NASD 2004 Joint Report B. State Insurance Suitability Requirements C. State Securities Requirements 2

Special Guidance for Variable Annuities a) NASD Notice to Members 99-35

3 Proposed NASD Rule A. Background and Comments on Rule Notice to Amendments Amendments and Rule Filings with the SEC 3. General Review of Comments on the Rule B. Rule 2821 s Substantive Provisions 1. Coverage Original Purchase or Exchange Non-recommended Transactions Subsequent Purchase Payments Reallocations Retirement and Benefit Plans

General Review of Comments on the Rule B. Rule 2821 s Substantive Provisions 1.

4 Proposed NASD Rule 2821 (continued) 4 2. Requirements a) Recommendation Requirements 1) General Requirements 2) Exchanges 3) Documentation 4) Customer Information b) Principal Review and Approval c) Supervisory Procedures d) Training

Requirements 2) Exchanges 3) Documentation 4) Customer

5 Variable Annuity Exchanges 5 A. Recent Enforcement Activity B. Exchanges in the Context of Registered Representatives Switching Firms C. Exchanges of Variable Annuities into Equity Indexed Annuities D. Proposed Rule 2821 E. Compliance Considerations

6 Sale of Variable Annuities to Seniors A. Overview of Regulatory Concerns Liquidity Concerns Confusion about guarantees Exchanges 6 B. Overview of Regulatory Framework NASD Proposed Rule 2821 State Insurance Initiatives State Annuity Transactions Model Regulation California December 2006 Report ( A Suitable Match: Best Practices for Annuity Sales) State Securities Initiatives

Overview of Regulatory Framework NASD Proposed Rule 2821 State Insurance Initiatives State

7 Sale of Variable Annuities to Seniors (continued) C. Compliance Considerations Be mindful that t Seniors are ineligible ibl for certain annuity riders Don t confuse contract issue age with appropriateness of sale Consider periodic outreach to senior customers Guard against one size fits all sales activity Be mindful of requests by seniors to involve family members 7

riders Don t confuse contract issue age with appropriateness of sale Consider periodic

8 Sale of Variable Annuities in Connection With Senior Seminars 8 A. Overview of Regulatory concerns B. Overview of Regulatory Initiatives Free lunch sweep Expected to launch nationwide by early September C. Compliance Considerations Submit all seminar material for approval Loop in your branch manager in your senior seminar activity Track those sales that take place in connection with seminars

Overview of Regulatory Initiatives Free lunch sweep Expected to launch nationwide by early

9 Variable Annuity Exchanges into Equity Indexed Annuities A. NASD - Notice to Members Does not take a position on whether EIAs are securities Expresses concern regarding the marketing and sales of EIAs. Requires representative to disclose to firm that he or she is engaged in the sale of EIAs Recommends maintaining a list of acceptable unregistered EIAs, and prohibiting associated persons from selling any other unregistered EIA All recommendations to liquidate or surrender a registered security must be suitable, including where such moneys are used to fund the purchase of an unregistered EIA. Encourages firms to consider requiring that all sales of unregistered EIAs occur through the firm, subject to firm supervision of marketing, suitability, and training. 9 B. Other NASD Initiatives NASD Sweep of VA to EIA Exchanges NASD Review of EIA Marketing pieces (filed on a voluntary basis)

Requires representative to disclose to firm that he or she is engaged in the sale of EIAs Recommends maintaining a list of acceptable unregistered EIAs, and prohibiting associated persons from

10 Variable Annuity Exchanges into Equity Indexed Annuities (continued) C. State Actions Massachusetts (December 2006 Consent order against Investors Capital Corporation) Minnesota Complaint (filed January 9, 2007) D. SEC Review of status of EIAs As Unregistered Securities E. Compliance Considerations 10

Capital Corporation) Minnesota Complaint (filed January 9, 2007) D.

11 NASD Enforcement Perspective What sorts of things does the NASD look at in determining i whether to bring an enforcement action against a registered representative for unsuitable variable annuity sales and inappropriate exchange activity? 11

enforcement action against a registered representative for

12 Questions-Rule Is Rule 2821 likely to advance at the SEC? If so, what can we expect as a compliance date? Will the NASD s 2007 exam program look to the principles p underlying 2821? What type of transactions are covered by the rule? How will we need to document the suitability determination required by the rule? With respect to exchanges, how will we need to document the suitability determination required by the rule?

Will the NASD s 2007 exam program look to the principles p underlying 2821?

13 Questions-Rule 2821 (continued) What type of customer information will we be required to obtain? What if the customer refuses to provide the information? 13

Broker-Dealer Supervision of Variable Annuity Sales

Broker-Dealer Supervision of Variable Annuity Sales Clifford Kirsch Sutherland Asbill & Brennan LLP 1114 Avenue of Americas-40 th Floor New York, NY 10036 (212) 389-5052 clifford.kirsch@sablaw.com 1 Relevant