LIFE INSURANCE IN RETIREMENT PLANNING

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1 CREATED EXCLUSIVELY FOR FINANCIAL PROFESSIONALS PROTECTION AND POTENTIAL INCOME LIFE INSURANCE IN RETIREMENT PLANNING CONCEPT KIT NOT FOR CONSUMER USE Ed. 09/2013 Exp. 03/23/2015

2 DID YOU KNOW? Your high income and high-net worth clients will most likely pay taxes on 100% of their retirement income? Are they interested in a concept that may provide retirement income that is tax advantaged? 4 This kit will show you how to effectively prospect for clients who could benefit from Life Insurance in Retirement Planning, and how to design and implement that strategy. KEY SECTIONS OF THE KIT: CONCEPT INTRODUCTION ACTION PLAN CLIENT PROFILES CLIENT CONVERSATION POINTS SAMPLE MATERIALS IMPORTANT CONSIDERATIONS

3 CONCEPT KIT HELP YOUR CLIENTS MEET THEIR PROTECTION & RETIREMENT PLANNING NEEDS RETIREMENT PLANNING WITH LIFE INSURANCE During their working years, many of your clients want life insurance because the death benefit protection it provides can help their loved ones carry on financially without them. However, once in retirement, clients often find they have less of a need for death benefit protection, and a greater need for income. A properly executed Life Insurance in Retirement Planning strategy can help to meet both the need for protection and income. The benefits of life insurance in retirement planning The primary purpose of life insurance is to provide your clients loved ones with a federal income tax-free death benefit. However, because of the unique tax treatment that life insurance receives, it also has the ability to accumulate cash value and allow clients tax-advantaged access to their account values through loans and withdrawals. It is this flexibility that may allow life insurance to meet your clients many changing needs. How does it work? Determine your clients death benefit needs and risk tolerance, then select a life insurance product such as a universal life, indexed universal life, or variable universal life designed to offer death benefit protection and build cash value. DEATH BENEFIT NEEDS ACTION PLAN Provide death benefit protection RISK TOLERANCE Potentially build cash value

4 CONCEPT KIT Action Plan for Success 1 REVIEW CLIENTS & PROSPECTS 2 SEND LETTER OR 3 FOLLOW-UP PHONE CALL TARGET CUSTOMERS Review the Client Profiles in the next section and select the client groups that provide the most opportunity. Step 1: With the profile you ve chosen in mind, review your client book and prospects, and highlight individuals who could potentially benefit from the Life Insurance in Retirement Planning strategy. CONTACT CLIENTS Contact clients or prospects to talk to them about the importance of life insurance protection and why they should consider a permanent life insurance policy that could potentially accumulate cash value and provide supplemental income. Schedule a meeting. Step 2: Send a letter or to your prospects to explain the benefits of a Life Insurance in Retirement Planning strategy. Prudential has provided a sample of each in this kit that you can use for your convenience (if approved by your firm). Step 3: Follow up your letter or with a phone call to ensure each prospect has received your note, and to ask for a meeting. You can review and use the talking points in the Conversation Points section. 4 PREPARE FOR MEETING 5 CLIENT APPOINTMENT 6 FOLLOW UP MEET CLIENTS During your meeting, you should focus on the client s needs and ensure you have the proper tools required to explain the strategy and product you are offering. Step 4: Begin by ordering copies of the consumer brochure for the appropriate life insurance products to help you quickly identify protection needs. Step 5: At the meeting, walk your prospect through the brochures and use illustrations to show how the product you are recommending offers valuable death benefit protection and the potential for supplemental income. Again, we have provided talking points in the Conversation Points section for you to use. Your Prudential Life Wholesaler or Representative can walk you through the consumer brochures and discuss how to present them to your clients. Step 6: Follow up with the clients afterward to continue to discuss the concept, or collect all of the necessary paperwork if they have decided to purchase a policy. Following up with a call can help increase your closing rate.

5 CONCEPT KIT LIFE INSURANCE IN RETIREMENT PLANNING Client Profiles RETIREMENT A life insurance policy that has the potential to grow cash value and provide supplemental income could appeal to many clients. The key is to talk about the importance of death benefit protection and the flexibility of cash value accumulation.* Your clients understand the important role that death benefit protection can play during their working years, and how it can help to ensure that their dependents will be able to maintain their lifestyle after an unexpected death. But many clients may also be interested in accumulating additional assets to supplement their retirement. With that in mind, here are a few client groups with whom the Life Insurance in Retirement Planning strategy could resonate. Death Benefit Protection and Supplemental Retirement Income: An Appealing Combination The Life Insurance in Retirement Planning concept can be a successful strategy for your clients who have contributed the maximum allowed to their respective qualified plans. Here are three potential client profiles: HIGHLY COMPENSATED/HIGH- NET-WORTH CLIENTS If you have high-net-worth or highly compensated clients, such as business executives, doctors, lawyers or consultants, who are relying primarily on qualified plans, savings, and Social Security to reach their retirement income goal, they may want to consider a Life Insurance in Retirement Planning strategy. In addition to providing death benefit protection, life insurance: Provides another potential source of tax-deferred growth Offers potential income that may be typically federally income tax free Additionally, this strategy can help clients defer accessing their taxable assets until they are in a lower tax bracket. This helps reduce the potential erosion of their taxable assets. SMALL BUSINESS OWNER (PRIVATELY OWNED OR FAMILY HELD BUSINESS) Business owner clients who need death benefit protection and want to supplement their retirement income may want to consider a Life Insurance in Retirement Planning strategy. In addition to providing death benefit protection, life insurance: Can be offered selectively to only key employees/executive Provides the opportunity to accumulate tax-deferred cash value Can provide tax-advantaged income in retirement LGBT CLIENTS A Life Insurance in Retirement Planning strategy can also help meet the needs of your clients in the lesbian, gay, bisexual, and transgender (LGBT) community because the commitments they have made to one another and their children may not be fully recognized by state law.** Through life insurance (provided there is a valid insurable interest under state law), you can help your LGBT clients provide: Benefits for which a partner or dependent may not be otherwise eligible. Funding for a trust to benefit the couple s children and help address potential inheritance issues. ** Please note: Under recent IRS guidance, a same sex marriage (or relationship recognized as marriage) recognized in the state of celebration will be recognized for federal law purposes regardless of the status of same sex marriage in the state of residence.

6 CONCEPT KIT Conversation Points The following conversation points can be used to introduce and discuss the Life Insurance in Retirement Planning strategy. Be sure to review the Life Insurance in Retirement Planning marketing material (included in the Sample Material section) prior to meeting with your clients. WHEN SETTING UP A MEETING Let your clients know you want to get together to share some information on a life insurance strategy that could help protect them today and provide supplemental income in retirement. Bring up relevant facts about the income gaps they could experience in retirement. Let them know that we can help them meet their needs. AT THE START OF THE MEETING BEFORE DISCUSSING THE CONCEPT WITH CLIENTS, SEE IMPORTANT CONSIDERATIONS ON THE BACK PAGE TAKING THE NEXT STEP Start the meeting by discussing your client s current protection needs family, mortgage, children s education, etc. Then bring up long-term needs and ask how much income the client will require in retirement to maintain his or her current lifestyle. If they do not have a financial plan in place, you may wish to take the opportunity to suggest that they consider doing so. Let your client know how a Life Insurance in Retirement Planning strategy could help them. MEETING WITH CLIENTS WITH PROTECTION NEEDS Thoroughly review these Life Insurance in Retirement Planning marketing materials with the client to make sure he or she understands the benefits and risks of a cash accumulation life insurance product. You should also make sure clients understand how products are designed for different risk tolerances. You should also review the Important Considerations (included at the end of this folder) associated with the Life Insurance in Retirement Planning concept with you clients. INTRODUCING THE ILLUSTRATION After reviewing the appropriate life insurance product brochures, show your clients a sample illustration to help them understand how different policies could potentially perform within the strategy. Let them know that this illustration will be adjusted to meet their needs and serves only as a starting point. DECIDING ON A COURSE OF ACTION Review the illustration(s) with your clients and talk about an appropriate course of action that meets their needs. Be sure to show them how the product you have chosen will protect them and their loved ones today and potentially provide them with income in the future.

7 SAMPLE MATERIAL In addition to the samples in this pocket, please go to Pruxpress for convenient access to all of the material available for this concept.

8 IMPORTANT CONSIDERATIONS WHEN DISCUSSING THE CONCEPT WITH CLIENTS This concept is only intended to be used for assets that will not be needed for living expenses for the expected lifetime of the insured. It is the responsibility of the client to estimate these needs and any other one time costs. If your client s financial situation changes and they need to forego making premium payments to focus on paying other expenses, their life insurance death benefit may terminate and the results illustrated may not be achieved. Loans taken will become taxable upon policy surrender or lapse. Your client should consider developing a comprehensive financial plan to take into account current and future income & expenses in conjunction with implementing a strategy discussed herein. The death benefit protection offered by a life insurance policy can be a key component of a sound financial plan. We recommend that your client consult their tax and legal adviser to discuss their specific situation before implementing any strategy discussed herein. Produced with the environment in mind Printed on on Recycled Paper Paper With with % 10% Post Post-Consumer Waste Waste * Federal tax law limits the amount of premium contributions that can be made to a policy in order for it to retain certain tax advantages. When premium contributions exceed this limit, the policy is classified as a Modified Endowment Contract (MEC). Distributions from MECs (such as loans, withdrawals and assignments, including distributions made in the two years prior to becoming a MEC) are taxed less favorably than distributions from policies that are not MECs. For distributions from a MEC prior to age 59½, a federal income tax penalty may also apply. However, death benefits are still generally received income-tax free pursuant to IRC 101(a). Please consult a tax advisor. Life insurance policy cash values are accessed through withdrawals and policy loans. Loans are at interest. Unpaid loans and withdrawals cause a reduction in cash values and death benefits. In general, loans are not taxable, but withdrawals are taxable to the extent they exceed basis in the contract. Loans outstanding at policy lapse or surrender prior to the death of the insured will cause immediate taxation to the extent of gain in the contract. Life insurance is issued by The Prudential Insurance Company of America, Pruco Life Insurance Company (except in NY and/or NJ), and Pruco Life Insurance Company of New Jersey (in NY and/or NJ), all located in Newark, NJ. Each company is solely responsible for its own financial condition and contractual obligations. All guarantees and benefits of the insurance policy are backed by the claims-paying ability of the issuing insurance company. They are not backed by the broker/dealer and/or insurance agency selling the policy, or by any of their affiliates, and none of them makes any representations or guarantees regarding the claims-paying ability of the issuing insurance company. This material is designed to provide general information about the subject matter covered. It should be used with the understanding that we are not rendering legal, accounting, or tax advice. Such services should be provided by the client s own professional advisors. Accordingly, any information in this document cannot be used by any taxpayer for purposes of avoiding penalties under the Internal Revenue Code. Securities and Insurance Products: Not Insured by FDIC or Any Federal Government Agency. May Lose Value. Not a Deposit of or Guaranteed by Any Bank or Bank Affiliate. Prudential, the Prudential logo, and the Rock symbol are service marks of Prudential Financial, Inc. and its related entities Prudential Financial, Inc. and its related entities. [ML# ] Ed. 09/2013 Exp. 03/23/2015

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