1 A LEGAL & GENERAL AMERICA AGENCY COMMUNICATION TO: LEGAL & GENERAL AMERICA GENERAL AGENTS FROM: FRANK GENCARELLI, SVP, SALES AND MARKETING DATE: AUGUST 6, 2012 OPTerm, PennTerm and Term Rider prices are increasing with applications received September 4 and later. Six Words: Right Reason. Right Price. Right Time. Right Reason: As the investment environment continues on its uncertain path, today s yields mandate that we increase prices on level term in order to remain a profitable company for the long term. We want to be clear that this is driven by investment returns critical to pricing (see attached "The Picture Tells the Story: Investment Yield History/Japan Scenario"), not by any desire to stem the flow of business. We have sufficient capital to fuel our growth, and have executed strategies to cover reserve obligations on the growing volumes of business we hope to write now and in the future. Right Price: s have increased across many ages and rating classes (there are no decreases). We make no apologies for this. The long-term ability of the company to deliver on its promises is the most important consumer benefit we provide. But we ve been smart about it: our rank among the thirteen key competitors we routinely follow has not changed in our usual comparison cells. Sample premiums (old and new) and rankings are included with this announcement. Right Time: You have a generous period of time until August 31 to close any cases that have been initiated with current rates.
2 And there s a whole lot more that s right about LGA term: True Term Unlike Term UL, our true term design is not under regulatory threat to increase reserve requirements. In fact, most experts hold the view that the eventual adoption of principal-based reserves will relax reserve requirements on true term. Complete Term Portfolio Offering 10, 15, 20 and 30-year term plans. We re competitively strongest even at the new rates on our 30-year plans. Underwriting Strengths Premiums for table-rated cases are calculated using Standard rates. Sometimes our Table 2 will cost less than another company s standard. MediGuide Medical Second Opinion Available at no cost to the buyer. Included with new Banner policies in all states except Kansas, Montana, York and Washington. Term Riders Ladder coverage as many as four layers deep with a fully integrated base plan and rider package that charges but one policy fee. The Company COMDEX 96, a member of a group that is the 10 th largest insurance company in the world, the #7 writer of ordinary face amount in the US in 2011, and more. Kudo-Winning Platforms AppAssist, MobileSuite and our user-friendly website tools. The People We communicate, we blog, we Prezi, we make cartoons, we re cool. And more importantly, we feel compelled to be on the up and up with you to always tell you the truth. Life Value Term This innovative plan that helps you save cases and helps clients purchase the amount they need is still available and the rates will not change on September 4. All applications received September 4 and later will be issued with the new rates no exceptions. Please pay careful attention to the Administrative Guidelines that follow.
3 ADMINISTRATIVE GUIDELINES AND MARKETING MATERIALS FOR BANNER AND WILLIAM PENN TERM RATE INCREASES Product Availability by State There are no changes in state availability. Banner: OPTerm plans and the new rates are available in all states except York. William Penn: Penn Term plans and the new rates are available in York only. The current product availability by state list is posted on the Go-to Resources page of our website (www.lgamerica.com). Illustrations Illustration Manager quoting engine including Illustration Manager Desktop Software, MobileQuote and the online Illustration Manager (term only) will be available with the new term rates on Friday, August 31, The new version numbers will be Version 17.5 (Banner) and Version 8.7 (William Penn). The Illustration Manager Desktop Software can download from our website (www.lgamerica.com). Term products are fully guaranteed and therefore do not require a signed illustration. Note: There will be a Banner Illustration Manager release for Version 17.4 in mid August that will not contain new term rates. Third party vendors such as Compulife, Ebix and ipipeline will be provided rates shortly and we expect all to have the new term rates available September 4, Compensation Commission rates will remain unchanged. Business Submission The new rates will apply to all applications received at the respective home office on or after September 4, Pending Business Applications received at the respective home office by August 31, 2012 will receive the current rates that were effective November 1, rates will apply to all applications received on or after September 4, AppAssist AppAssist Request for Life Insurance Interviews received at the respective home office by August 31, 2012 will receive the current rates that were effective November 1, rates will apply to all Request for Life Insurance Interviews received on or after September 4, Marketing Materials An assortment of marketing materials will be available by August 31, 2012.
4 THE PICTURE TELLS THE STORY: INVESTMENT YIELD HISTORY This chart shows investment yield curves. They show yields on corporate bonds, selling at par. On the left are yields for the shortest investments. To the right are yields on the longest, 20 and 30 year investments. Though yields at the short end of the curve have been low for some time, the more recent fall in longer-duration yields is an indication of diminished confidence by the market that rates will rise. Many experts describe the current interest rate environment as the most challenging they ve ever faced, and the future interest rate environment as the most uncertain. Though most believe interest rates will eventually rise, no one knows when, and there are forces (such as Operation Twist) external to the natural market keeping them down. Surely, no one can guarantee today s prices through a Japan scenario. What s a Japan scenario? Recently, Mr. Hiroshi Shimizu, Managing Executive Officer of Nippon Life Insurance Company of Japan, spoke to the ACLI CEO Forum. The following is an excerpt from the notes to that meeting: WE NEED TO BE A FINANCIALLY HEALTHY COMPANY FOR THE LONG TERM TO FULFILL A LIFETIME OF PROMISES. In October 1990, the Japan Government Bond (JGB) interest rate was 7.79 percent. Over the next decade, the rate rapidly plummeted and the low interest rate environment has lasted ever since. Mr. Shimizu told the Forum that competitive pressures pushed life insurers to gradually raise the guaranteed rates on their products despite the low interest rates offered by JGB. Insurers felt optimistic that interest rates would rise again, but they never did.
5 Class Male - 10 Year Term Class Male - 15 Year Term 35 $180 $ % 3 35 $195 $ % 3 45 $355 $ % 3 45 $470 $ % 2 55 $870 $ % 3 55 $1,095 $1, % 2 35 $230 $ % 3 35 $265 $ % 3 45 $440 $ % 3 45 $555 $ % 3 55 $1,015 $1, % 3 55 $1,405 $1, % 2 35 $280 $ % 2 35 $335 $ % 2 45 $555 $ % 3 45 $705 $ % 2 55 $1,365 $1, % 3 55 $1,770 $1, % 2 Class Male - 20 Year Term Class Male - 30 Year Term 35 $265 $ % 2 35 $440 $ % 2 45 $615 $ % 3 45 $975 $ % 2 55 $1,475 $1, % 2 55 $2,805 $3, % 1 35 $350 $ % 2 35 $525 $ % 2 45 $740 $ % 3 45 $1,210 $1, % 2 55 $1,780 $1, % 2 55 $3,405 $3, % 1 35 $440 $ % 2 35 $715 $ % 3 45 $1,010 $1, % 3 45 $1,595 $1, % 3 55 $2,365 $2, % 3 55 $4,300 $4, % 1 based on 13 Peer Competitors: AIG, AXA, Genworth, ING, John Hancock, Lincoln National, Met Life, North American, Protective, Prudential, SBLI, Transamerica, United of Omaha
6 Class Male - 10 Year Term Standard Class Male - 15 Year Term 35 $295 $ % 3 35 $325 $ % 3 45 $585 $ % 3 45 $875 $ % 2 55 $1,585 $1, % 3 55 $2,115 $2, % 4 35 $365 $ % 3 35 $465 $ % 3 45 $795 $ % 4 45 $1,045 $1, % 3 55 $1,965 $1, % 3 55 $2,745 $2, % 2 35 $475 $ % 3 35 $605 $ % 3 45 $1,045 $1, % 3 45 $1,325 $1, % 2 55 $2,555 $2, % 3 55 $3,365 $3, % 3 Standard Class Male - 20 Year Term Class Male - 30 Year Term 35 $455 $ % 3 35 $795 $ % 2 45 $1,155 $1, % 2 45 $1,885 $1, % 2 55 $2,885 $2, % 3 55 $5,545 $5, % 1 35 $635 $ % 3 35 $985 $ % 2 45 $1,405 $1, % 4 45 $2,335 $2, % 3 55 $3,475 $3, % 5 55 $6,515 $6, % 1 35 $805 $ % 3 35 $1,365 $1, % 3 45 $1,955 $1, % 3 45 $3,125 $3, % 3 55 $4,665 $4, % 4 55 $8,065 $8, % 1 based on 13 Peer Competitors: AIG, AXA, Genworth, ING, John Hancock, Lincoln National, Met Life, North American, Protective, Prudential, SBLI, Transamerica, United of Omaha
7 Disclosure Legal & General America life insurance products are underwritten and issued by Banner Life Insurance Company, Urbana, MD and William Penn Life Insurance Company of York, Garden City, NY. Banner products are distributed in 49 states and in DC. Banner does not solicit business in NY. OPTerm policy form # RT-97 and state variations. Premiums are guaranteed to stay level for the initial term period and increase annually thereafter. Premiums quoted include $65 annual policy fee. Legal & General America premiums based on preferred plus nontobacco and preferred non-tobacco, and standard plus non-tobacco underwriting classes. s as of Additional Insurance Riders, form AIR (1-11) and state variations, can provide temporary life insurance coverage for 10, 15 or 20 years after which coverage ceases. Term riders are not available in all states; issue ages vary from base plan. A cost-free MediGuide Medical Second Opinion is included with new policies and administered by MediGuide America. Policy form MMGR(12-09) and state variations. Not approved in KS, MT, NY and WA. The service is not guaranteed for the duration of the policy. The competitive positioning is based upon information from Compulife Quotation System software and is believed to be current as of Premiums are rounded to the nearest dollar. However, its accuracy and completeness cannot be guaranteed. Data is subject to change at any time. Competitor products may have features, costs, provisions and benefits that differ from these policies and may not be available in all states. Changing the variable features (age, state, underwriting class, benefit period, etc.) may cause a change in the competitive results. Details by company illustrate age nearest birthday for preferred plus non-tobacco, preferred non-tobacco, and standard plus non-tobacco/standard non-tobacco underwriting categories. The products listed in the term comparisons are believed to be comparable to OPTerm and Penn Term plans with level guaranteed premiums paid for 10, 15, 20 and 30 year durations. Competitor s products include: American General Life Insurance Company/Select-a-Term 10, 15, 20, 30 (Form # or 09007N), AXA Equitable Life Insurance Company/Term Series 10, 15, 20 (Form # , 150-LT, ), Genworth Life and Annuity Insurance Company/Colony Term UL 10, 20 (Form # ICC09GA1002, GA or GY ), John Hancock Life Insurance Company USA/Term Life 10, 15, 20 (Form # 11TERM), Lincoln National Life Insurance Company/Element Level Term 10, 15, 20, 30 (Form # TRM5065 or TRM5065N), MetLife Investors USA Insurance Company/Guaranteed Level Term 10, 15, 20, 30 (Form # 5E-21-04), North American Company for Life and Health/ADDvantage 10, 15, 20, 30 (Form # LS143AMP), Protective Life Insurance Company/Secure-T 10, 15, 20, 30 (Form # UL-17), Pruco Life Insurance Company/Term Essential 10, 15, 20, 30 (Form # PLTIR-2009, PLTI-2008, PLTIC-2008), ReliaStar Life (ING) /TermSmart 10, 15, 20 (Form # 1177R and 1177R-NY), Saving Bank Life Insurance Company of MA/T-10,T-15,T-20,T-30 (Form # B-46), Transamerica Life Insurance Company/Trendsetter Super Series 10, 15, 20, 30 (Form # , , , , , ), and United of Omaha Life Insurance Company/Term Life Answers 10, 15, 20, 30 (Form # 6179L-0696, 6181L-0696, 6182L-0696, 7064L-0203). The form numbers for these competitor products may vary by state. Two-year contestability and suicide provisions apply. Policy descriptions provided here are not a statement of contract. Please refer to the policy forms for full disclosure of all benefits and limitations. For broker use only. Not for public distribution.