Understanding Fixed Indexed Annuities

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1 Understanding Fixed Indexed Annuities Legacy Producer Training Presentation FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 1

2 This training presentation is designed to ensure your understanding of the: General mechanics of flexible premium fixed deferred indexed annuities. Importance of determining the suitability of this type of annuity product for your client. This presentation is not designed to fully train you on any specific annuity. For product specifics, refer to LegacyNet, the product training presentation, annuity contract, product brochures, and sales guides. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 2

3 Basic Concepts of Fixed Indexed Annuities A fixed indexed annuity (FIA) offers the same features and guarantee of principal as a traditional fixed deferred annuity. The main difference is: Traditional fixed deferred annuity Interest is determined and declared each year by the insurer. Fixed indexed annuity Interest is based on a crediting formula linked to an independent stock market index. (You will learn how the different crediting formulas work in this training.) FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 3

4 Basic Concepts of Fixed Indexed Annuities (cont d) An FIA is not a stock market investment, a variable annuity, a security, or an indexed mutual fund. An FIA does have a minimum guarantee. It also provides clients an opportunity to achieve potentially greater interest crediting, without the market risk. An FIA provides a minimum guarantee that varies by product. A typical guarantee may be 1 3% annually on 87.5% of premium. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 4

5 FIA Key Terminology Cap The maximum percentage of interest credited to the strategy value at the end of the term. Floor The minimum interest credited during a term period. The floor is usually 0%, meaning no interest will be credited if the index declines. This should not be confused with the minimum contractual guarantee.. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 5

6 FIA Key Terminology (cont d) Interest Crediting Strategies The options that determine how index growth is credited to your client s annuity. May also be referred to as Crediting Rate Strategies or Crediting Methods, depending on the annuity. Liquidity Access to at least a portion of the client s premium. As a general rule, FIAs are not designed to address ongoing liquidity needs. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 6

7 FIA Key Terminology (cont d) Participation Rate The percentage of index increase that the client receives. Term The period over which index-linked interest is measured. Interest is credited at the end of the term. Minimum Guarantee Varies by product, but a typical guarantee is 1 3% annually on 87.5% of premium. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 7

8 FIA Interest Crediting Strategies The following descriptions provide a basic understanding of current crediting strategies: They are not a prediction of how crediting strategies will perform in the future. Not every crediting strategy is appropriate for every client. Strategy availability varies by product, product version, and state. Strategies may be added or discontinued at any time. Please visit LegacyNet for current availability. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 8

9 FIA Interest Crediting Strategies Legacy offers products with two categories of crediting strategies: Shorter-term strategies: Annual reset (point-to-point) with cap. Annual reset (point-to-point) with participation rate. Monthly averaging. Monthly cap. Gain-triggered. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 9

10 FIA Interest Crediting Strategies Longer-term strategies: Step Forward Strategy. Long-term* (point-to-point) with cap. Long-term* (point-to-point) with participation rate. * For example: 3-year, 5-year, and 6-year strategies may be available. The length of the long-term strategies varies by product, product version, and state. See LegacyNet for current availability. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 10

11 FIA Interest Crediting Examples The following examples show hypothetical index returns, caps, and participation rates and how these impact contract crediting. The examples are intended for training purposes only. Please refer to the appropriate Quick Reference or Earnings Rate Update for current rates and caps. Past crediting performance is no guarantee of future crediting performance. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 11

12 Annual Reset Strategy (Point-to-Point) This strategy type measures index growth year by year, resetting the index s starting point annually at the level where it stands at the beginning of each year. The annual results are used to calculate the crediting rate. Depending on the strategy, either a participation rate or cap will apply. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 12

13 Annual Reset Strategy (Point-to-Point) With Cap Pros: Easy to understand and performs well in a volatile market. The contract owner participates in index increases but is protected by a floor when the index trends down. Cons: May have lower caps than a longerduration strategy. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 13

14 Annual Reset Strategy (Point-to-Point) With Cap (cont d) Crediting Example 1 Assumptions: $100,000 premium. 8% cap. No withdrawals during the term. Index increases by 11.82% during the term. 100% of the index gain, up to the cap, is credited for an end-of-term value of $108,000. This is locked in and becomes the starting point for the next term. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 14

15 Annual Reset Strategy (Point-to-Point) With Cap (cont d) Crediting Example 2 Assumptions: $100,000 premium. 8% cap. No withdrawals during the term. Index decreases by 4.08% during the term. With a 0% floor, principal is protected from loss even though the index return is negative. The end-of-term value is $100,000. This remains the starting point for the next term. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 15

16 Annual Reset Strategy (Point-to-Point) With Participation Rate Pros: Performs well in an increasing market. The contract owner participates in index increases but is protected by a floor when the index trends down. Cons: May not be as simple for clients to understand as a straight point-to-point strategy. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 16

17 Annual Reset Strategy (Point-to-Point) With Participation Rate Crediting Example 1 Assumptions: $100,000 premium. 70% participation rate. No withdrawals during the term. Index increases by 11.82% during the term. 70% of the index gain ($11,820) is credited for an end-of-term value of $108,274. This is locked in and becomes the starting point for the next term. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 17

18 Annual Reset Strategy (Point-to-Point) With Participation Rate (cont d) Crediting Example 2 Assumptions: $100,000 premium. 70% participation rate. No withdrawals during the term. Index decreases by 4.08% during the term. With a 0% floor, principal is protected from loss even though the index return is negative. The end-of-term value is $100,000. This remains the starting point for the next term. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 18

19 Annual Reset Strategy Monthly Averaging This strategy type measures the index growth over a one-year period. At the end of the oneyear period, the interest credited is determined, in part, by comparing the average of the past 12 monthly values with the value of the index at the beginning of the one-year period. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 19

20 Annual Reset Strategy Monthly Averaging (cont d) Pros: Performs well in a volatile market because it smoothes out the highs and lows of index fluctuation. Cons: Does not perform well in a steadily rising market, and may not be as simple for clients to understand as a straight point-to-point strategy. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 20

21 Annual Reset Strategy Monthly Averaging Crediting Example 1 Assumptions: $100,000 premium. 7% annual cap. No withdrawals during the term. 100% of the average monthly gain, up to the cap, is credited for an end-of-term value of $103,650. This is locked in and becomes the starting point for the next term. Month Index Return January 12.13% February 0.59 March 4.26 April 5.84 May 7.86 June 4.35 July 7.81 August September 5.32 October November 4.46 December 1.57 Average 3.65% FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 21

22 Annual Reset Strategy Monthly Averaging Crediting Example 2 Assumptions: $100,000 premium. 7% annual cap. No withdrawals during the term. With a 0% floor, principal is protected from loss even though the index return is negative. The end-of-term value is $100,000. This remains the starting point for the next term. Month Index Return January 2.13% February 0.59 March 4.26 April May June 4.35 July August September 5.32 October November 4.46 December 1.57 Average -0.17% FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 22

23 Annual Reset Strategy Monthly Cap This strategy measures the index growth over a one-year period. A cap is applied to each monthly gain. The monthly returns are totaled at the end of the one-year period. The interest credited is determined, in part, by comparing the total of the past 12 monthly values with the value of the index at the beginning of the one-year period. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 23

24 Annual Reset Strategy Monthly Cap Pros: Performs well in a volatile market because it captures the month-to-month changes of index fluctuation. Cons: May set up unrealistic expectations for clients. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 24

25 Annual Reset Strategy Monthly Cap Crediting Example 1 Assumptions: $100,000 premium. 2.75% cap. No withdrawals during the term. The monthly gains, up to the cap, are totaled and 100% of the gain is credited for an endof-term value of $107,960. This is locked in and becomes the starting point for the next term. Month Index Return Strategy Return January 6.13% 2.75% February March April May June July August September October November December Total 7.96% FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 25

26 Annual Reset Strategy Monthly Cap Crediting Example 2 Assumptions: $100,000 premium. 2.75% monthly cap. No withdrawals during the term. With a 0% floor, principal is protected from loss even though the index return is negative. The end-of-term value is $100,000. This remains the starting point for the next term. Month Index Return Strategy Return January -1.56% -1.56% February March April May June July August September October November December Total % 0.00% FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 26

27 Gain-Triggered Index Strategy SM This strategy compares the index value on the last day of the term with the index value at the beginning of the term. If the index increases or remains unchanged, the rate specified on the allocation date will be credited. If the index has decreased in value, no interest will be credited. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 27

28 Gain-Triggered Index Strategy SM Pros: Performs best in slightly rising markets. One of the easiest IA crediting strategies for clients to understand because there is no cap or participation rate to explain. Cons: Does not perform well in markets with downturns followed by large upswings. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 28

29 Gain-Triggered Index Strategy SM Crediting Example 1 Assumptions: $100,000 premium. 5% specified rate. No withdrawals during the term. Index increases by 1.50% during the term. The specified rate (5%) is credited for an end-of-term value of $105,000. This is locked in and becomes the starting point for the next term. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 29

30 Gain-Triggered Index Strategy SM Crediting Example 2 Assumptions: $100,000 premium. 5% specified rate. No withdrawals during the term. Index decreases by 5.64% during the term. With a 0% floor, principal is protected from loss even though the index return is negative. The end-of-term value is $100,000. This remains the starting point for the next term. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 30

31 Long-Term Strategy* (Point-to-Point) This strategy measures the difference between the index value on the last day of the term and the index value on the day premium was originally allocated. The result is used to calculate the crediting rate. Depending on the strategy, either a participation rate or a cap will apply. * For example: 3-year, 5-year, and 6-year strategies may be available. The length of the long-term strategies varies by product, product version, and state. See LegacyNet for current availability. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 31

32 Long-Term Strategy (Point-to-Point) (cont d) Pros: Performs best in a bullish market environment. Cons: Does not perform well in a highly volatile market that does not trend up over time. Clients who want to monitor gains may be frustrated because index gains are not realized until the end of the term. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 32

33 Long-Term Strategy (Point-to-Point) With Cap Crediting Example 1 Assumptions: $100,000 premium. 10% cap. No withdrawals during the term. Index increases by 19.50% during the term. 100% of the index gain, up to the cap, is credited for an end-of-term value of $110,000. This is locked in and becomes the starting point for the next term. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 33

34 Long-Term Strategy (Point-to-Point) With Cap Crediting Example 2 Assumptions: $100,000 premium. 10% cap. No withdrawals during the term. Index decreases by 7.63% during the term. With a 0% floor, principal is protected from loss even though the index return is negative. The end-of-term value is $100,000. This remains the starting point for the next term. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 34

35 Long-Term Strategy (Point-to-Point) With Participation Rate Pros: Performs well in an increasing market. The contract owner participates in index increases but is protected by a floor when the index trends down. Participation rates may be higher than shorter-term strategies. Cons: Does not perform well in a highly volatile market that does not trend up over time. Clients who want to monitor gains may be frustrated because gains are not realized until the end of the term. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 35

36 Long-Term Strategy (Point-to-Point) With Participation Rate Crediting Example 1 Assumptions: $100,000 premium. 80% participation rate. No withdrawals during the term. Index increases by 19.50% during the term. 80% of the index gain ($19,500) is credited for an end-of-term value of $115,600. This is locked in and becomes the starting point for the next term. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 36

37 Long-Term Strategy (Point-to-Point) With Participation Rate Crediting Example 2 Assumptions: $100,000 premium. 80% participation rate. No withdrawals during the term. Index decreases by 7.63% during the term. With a 0% floor, principal is protected from loss even though the index return is negative. The end-of-term value is $100,000. This remains the starting point for the next term. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 37

38 Step Forward Strategy (Annual Point-to-Point 3-Year High-Water Mark Strategy) This strategy measures the difference between: The index value on the last day of each year during a three-year term. The index value on the day premium was originally allocated. It locks in gains every three years at the highest contract anniversary value. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 38

39 Step Forward Strategy (Annual Point-to-Point 3-Year High-Water Mark Strategy) (cont d) Pros: Caps are generally higher than other types of strategies. Locks in caps for three full years. Cons: May be more difficult to explain to clients. Clients who want to monitor gains may be frustrated because gains are not realized until the end of the term. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 39

40 Step Forward Strategy Crediting Example 1 Assumptions: $100,000 premium. 9% cap. No withdrawals during the term. Anniversary values: $110,000 end of Year 1. $120,000 end of Year 2. $129,503 end of Year % of the index gain, up to the cap, is credited. The end-of-term value is $129,503. This is locked in and becomes the starting point for the next term. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 40

41 Step Forward Strategy Crediting Example 2 Assumptions: $100,000 premium. 9% cap. No withdrawals during the term. Anniversary values: $130,000 end of Year 1. $140,000 end of Year 2. $129,503 end of Year % of the index gain, up to the cap, is used in calculating the year-end values. The highest anniversary value is locked in even though the index declines between that date and the end of the term. This value, $140,000, is locked in and becomes the starting point for the next term. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 41

42 Need-To-Know When Identifying and Communicating With the Fixed Indexed Annuity Buyer FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 42

43 Fixed Indexed Annuity Buyer Need-To-Know In general, fixed indexed annuity buyers are as young as their late 40s. Because fixed indexed annuities are designed for people with a relatively long investment horizon, younger clients looking for safety of principal are ideal candidates. Consider the shorter surrender charge products for older clients who may have less need for liquidity. Other buyer types include people who invest in bonds and/or bond mutual funds and are accustomed to risk on a portion of their invested savings. These buyers typically do not need to access their premium except in emergencies. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 43

44 Fixed Indexed Annuity Buyer Need-To-Know (cont d) IRA and tax-qualified accounts are appropriate if clients do not need to begin taking minimum required distributions (MRDs) within the term period. Clients may incur loss of interest if the MRD is required before the end of the strategy term. Fixed indexed annuities are best suited for clients with long-term investment horizons and long-term accumulation needs. When recommending a fixed indexed annuity for all or part of a client s premium, avoid comparing it with securities or other investments. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 44

45 Fixed Indexed Annuity Buyer Need-To-Know (cont d) Help clients plan for retirement by emphasizing these points about a fixed indexed annuity: Offers a combination of safety (guarantee of principal) and a rate of return that may outpace inflation. Provides the potential for returns that may be greater than those available with money-market funds, savings accounts, CDs, and fixed-rate annuities, but with no additional risk of principal. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 45

46 Remember: Fixed Indexed Annuity Buyer Need-To-Know (cont d) Do your fact-finding. Assess your clients goals. Determine your clients long- and short-term needs to ensure the suitability of your recommendations. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 46

47 Fixed Indexed Annuity Buyer Need-To-Know (cont d) Remember: Understand the product you are selling. Emphasize the contract minimum guarantees. Market the product as a fixed annuity, not as an investment or security. Explain how and when the cap or participation rate can change. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 47

48 Fixed Indexed Annuity Buyer Remember: Need-To-Know (cont d) Emphasize the protection from market loss. Describe the IA as a long-term retirement vehicle. Explain when and how interest is credited. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 48

49 Fixed Indexed Annuity Buyer Remember: Need-To-Know (cont d) Interest earnings are not credited until the end of the index term. Interest will only be credited to the values remaining at the end of the term. Therefore, it is recommended that any withdrawals from the index strategies either be taken at the end of the term or come from the Guaranteed One-Year (Fixed Rate) Strategy. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 49

50 Fixed Indexed Annuity Buyer Need-To-Know (cont d) Remember: Even though fixed indexed annuity values are affected by an external index, they are not an investment in the stock market and do not participate in any stock, bond, or equity investments. The index does not reflect dividends paid on the stocks underlying the index. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 50

51 Fixed Indexed Annuity Buyer Need-To-Know (cont d) Do not: Focus on the index interest features without explaining the fixed annuity features such as guarantees and income options. Use investment terms such as stock market, security, investment returns, or Wall Street when describing fixed indexed annuities. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 51

52 Do not: Fixed Indexed Annuity Buyer Need-To-Know (cont d) Use sales material that is not approved by the insurance company. Compare fixed indexed annuities to mutual funds. Compare fixed indexed annuities to variable annuities. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 52

53 Resources Visit under the Products tab for resources, including: Sales guides. Quick Reference sheets. Marketing materials (brochures, inserts, and preapproved ads). FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 53

54 Resources (cont d) Visit under The Forms Store tab for resources, including: State-specific forms. Applications. New Business forms. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 54

55 Resources (cont d) Visit under the Marketing Tools tab for resources, including: Fact-Finder Client Data Sheets. Sales Solutions kits. Ad Catalog (preapproved ads). FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 55

56 Resources (cont d) Information is also available from your upline or Marketing Field Support, , Ext FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 56

57 Thank You! We appreciate the opportunity to do business with you. Click here to complete your fixed indexed annuity training. FOR BROKER USE ONLY. NOT FOR USE WITH CONSUMERS. 57

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