ING Reliastar Fixed Annuity Product Training

Transcription

1 ING Reliastar Fixed Annuity Product Training Welcome and thank you for participating in Reliastar Life Insurance Company (RLIC) product training! This training is designed to provide you with an overview of the RLIC Fixed Annuity products and to prepare you to offer these products as a possible financial solution to your clients. You cannot solicit business for any one of these products until you attest that you have reviewed this material. In order to complete this session you must read each slide before advancing to the next. Once you have completed this course, you will be asked to attest that you have reviewed the product training materials. Once RLIC receives this notification, you will be able to solicit the ING RLIC annuities. RLIC will NOT be able to process and issue business until we receive this notification of training completion. Thank you for choosing Reliastar Life Insurance Company! cn

2 Important Disclosures Annuities are issued by ReliaStar Life Insurance Company (Minneapolis, MN). Variable annuities are distributed by ING Financial Advisers, LLC, (member SIPC). Both are members of the ING family of companies. Fixed annuities are long-term investments designed for retirement planning. They are a contract between your client and an insurance company, under which the insurer agrees to make periodic payments to the client. Products and features vary by state and may not be available in all states. Refer to product guides or log onto for more detailed product information. All guarantees are based upon the financial strength and claims-paying ability of the issuing insurance company, who is solely responsible for obligations under its own policies. For 403(b)(1) fixed or variable annuities, employee deferrals (including earnings) may generally be distributed only upon your: attainment of age 59½, severance from employment, death, disability, or hardship. Note: Hardship withdrawals are limited to employee deferrals made after 12/31/88. Exceptions to the distribution rules: No Internal Revenue Code withdrawal restrictions apply to '88 cash value (employee deferrals (including earnings) as of 12/31/88) and employer contributions (including earnings). However, employer contributions made to an annuity contract issued after December 31, 2008 may not be paid or made available before a distributable event occurs. Such amounts may be distributed to a participant or if applicable, the beneficiary: upon the participant's severance from employment or upon the occurrence of an event, such as after a fixed number of years, the attainment of a stated age, or disability. 2

3 ING Education Product Suite ReliaStar Life Insurance Company Products What features do you want in an annuity? New Money Rate Products ING QuintaFlex II ING Retirement Plus ING StrataFlex ING SingleSaver Portfolio Rate Products ING Premier Flex Annuity ING Premier 5 Annuity ING Premier 3 Annuity Multi Year Guarantee Annuity ING MVA Equity Index Annuity ING Retirement Index Select 3

4 New Money Rate Fixed Annuity New Deposits Each purchase payment will earn the current new money interest rate in effect when the purchase payment is received This rate is guaranteed for a set period of time (12 months or through the end of a calendar year, varies by product) Old Money At the end of that initial period, a renewal rate is declared for each purchase payment and will continue to be set each year that purchase payment remains in the contract More than one interest rate will likely be in effect under the contract at any time if more than one deposit has been made 4

5 QuintaFlex II Policy form # , , , , , st Year interest rate bonus on every deposit (not contractually guaranteed) Flexible premium deferred annuity 5% DSC (surrender charge) over 5 years Rolling 5% DSC (surrender charge) applies for 5 years after each purchase payment. No DSC after the 10 th year TX TRS(K-12) has a 7/6/5/4/3% DSC schedule) TSA, ROTH 403(b), 457, IRA. ROTH IRA, NQ product types Return of premium guarantee: TSA, Roth 403(b) and 457 only Four commission options Benefit sensitive for TSA/457: If separated on or after age 55 after 5 years in contract. (May not apply or be available in all states) Nursing Home and Disability Waiver (May not apply or be available in all states.) cn

6 Key Withdrawal Features ING QuintaFlex II Partial Annuitization First annuity payout date must be at least 60 days after the issue date. Contract owner must be eligible for a distribution under IRC rules in order to annuitize. Benefit Sensitive Feature for 403(b) and 457 Retired - age 55 AND Policy in force 5 years Calculating withdrawal charges: First In/First Out Withdrawal charge calculation: FIFO basis Withdrawals will be made on a LIFO basis 6

7 Benefit Sensitive Feature Client, Educator age High contributions Maxing Out Age 50 Age 51 Age 52 Age 53 Age 54 Age 55 Retired LUMP SUM? 20K 20K 20K 20K 20K 20K 120K + Interest + Lump Sum Surrender Penalty Free! 7

8 ING QuintaFlex II 1 st in 1 st Out Strategy Option to use when Benefit Sensitive Feature doesn t apply. Lump sum deposit opens contract. Client makes additional contributions. Additional Deposits At age 60, client still working, but needs money. NOTE: for the purpose of determining which interest rate buckets are withdrawn, withdrawals are made on a last-in, first-out basis. NO MORE SURRENDER CHARGE! $$ LUMP SUM $$ Valued Client Age 60 8

9 ING Retirement Plus Policy form # 15248, % premium bonus on all deposits in the first ten years (bonus vests in year or is available earlier if annuitized) $50 per payment or $500 annually qualified, $5000 NQ Roth 403(b), 403(b), 457, IRA, NQ 9-year decreasing DSC (surrender charge based on contract years) Expanded DSC waivers after 5 years in contract and separated after age 55 (not available in WA) Disability Waiver Periodic payment and Transfer annuities 9

10 ING StrataFlex Policy form #04200, 04201, % surrender-no penalty withdrawals if none taken in previous year, otherwise 10% $5,000 initial min, $50 per payment if by pre-authorized check or salary reduction after 10-year decreasing DSC (surrender charge) Nursing and Disability Waiver Transfer and Periodic payment annuities 10

11 ING SingleSaver Annuity Features 3% premium bonus on all first year deposits 7 Year Declining Contract; Year-based DSC, based on issue date no rolling! 403(b), 457, IRA, Roth 403(b), Roth IRA, not NQ Benefit Waivers*: RMD, annuitizations, sep from service at 55 and 5 contract years, disability, nursing home, death, and terminal illness Internal Exchanges 10% Free Waiver, including first year (May not apply or be available in all states.) ING SingleSaver Annuity Your Retirement Consolidator 11

12 ING SingleSaver Annuity New Business / New Money Minimum Premium $10,000 to open the account; thereafter 403(b) is $200 annually; others are $50 per payment. A new money rate product 7 year, non-rolling surrender charge Maximum Premium $500,000 Maximum issue age- 75 Agent compensation is structured in one schedule and includes: Premium Transfer Trail components ING SingleSaver Annuity Your Retirement Consolidator 12

13 Sales Situation Example CLIENT: Mary Joe Schoolteacher, Age 52 SITUATION: Managing multiple accounts and/or current plan sponsor is decreasing vendors. Looking for a 403(b) Consolidation Product with attractive bonus options. POTENTIAL SOLUTION: ING SingleSaver Annuity! Your Retirement Consolidator 13

14 Portfolio Rate Process Differences from new money rate products: No such thing as new money rate or renewal rate Old and new contributions receive the same credited rate - the portfolio rate Credited rates are reviewed quarterly, not monthly Credited rates are slow to change For some products an annual minimum credited rate is declared at the start of each year. This often is higher than the actual contractual minimum rate. The declared rate will never go below the annual minimum rate in a given calendar year. ING Premier Flex, 3 and 5 example: Contractual minimum = 1.00% 2011 declared minimum = 2.45% 07/01/2011 current rate = 2.45% 14

15 ING Premier Flex Annuity Policy form #40028, 40030, Portfolio Rate Annuity Premium bonus (guaranteed min): --1.5% on first year premiums Roth 403b, 403(b), 457, IRA, NQ 6 year DSC on each purchase payment. No DSC after 10 th contract anniversary Loyalty interest rate enhancement --50 basis points beginning on the 6th contract anniversary Benefit sensitive for TSA (not available in WA): --separated after age 55 --after 5 years in contract Other DSC waivers available for all LOB 15

16 ING Premier 3 Annuity Policy form #40029, 40031, WHY the ING Premier 3 Fixed Annuity? Transfer Fixed Annuity Policy Bonuses Portfolio Rate Fixed Interest Trail Commissions Available! Accepts transfer premium in the first contract year only Minimum initial premium of $5k up to $500k Premium bonus (all first contract year deposits): Over $50k 3%, $25k to $49, %, $5k - $24,999-0% Loyalty interest rate enhancement of 50 basis points after 6th contract anniversary Benefit Sensitive Waiver: No DSC if 5 years in contract and separated at 55 (TSA/457 only) (May not apply or be available in all states.) Other DSC Waivers (May not apply or be available in all states.) 16

17 ING Premier 5 Annuity Policy form #40035 and # % premium bonus on premium received in 1 st contract year of $50,000+ ( 2.5% if $25,000 - $49,999, No bonus if less than $25,000) Periodic Premium accepted in year 1 only; Transfer premium in first 5 contract years only Minimum initial premium of $5k up to $500k Loyalty interest rate enhancement of 25 basis points after 6th contract anniversary 6 year declining DSC (surrender charge), rolling based on each premium received (10 year cap) Maximum issue age: 80 17

18 ING MVA Policy form # Does your client want a truly fixed contract rate? 3% guaranteed minimum Client has 30 days at end of term to decide what to do with maturing funds 60 day rate lock from time of issue $5,000 minimum premium payment Starting in the second year, 10% of beginning year value may be surrendered each contract year without withdrawal charge or MVA Nursing home, disability, & terminal illness waivers of withdrawal charge MVA adjustment if applicable 18

19 Disclosure Index annuities are insurance contracts that, depending on the contract, may offer a guaranteed annual interest rate and earnings potential that is linked to participation in the growth, if any, of a stock market index. Such contracts have substantial variation in terms, costs of guarantees and features and may limit participation or returns in significant ways. Any guarantees are backed by the financial strength of the insurance company. Investors are cautioned to carefully review an index annuity for its features, costs, risk and how the variables are calculated. IRAs and other qualified plans such as 403(b) plans, already provide tax deferral like that provided by an annuity. Clients should purchase this annuity only if features other than tax deferral, such as contract guarantees and the ability to receive lifetime income, are right for them. All guarantees are based on the financial strength and claims paying ability of ReliaStar Life Insurance Company, which is solely responsible for all obligations under its policies. "Standard & Poor's", "S&P 500" and "Standard & Poor's 500" are trademarks of The McGraw-Hill Companies, Inc. and have been licensed for use by ReliaStar Life Insurance Company. This product is not sponsored, endorsed, sold or promoted by Standard & Poor's and Standard & Poor's makes no representation regarding the advisability of purchasing this product. The S&P 500 Index does not reflect dividends paid on the underlying stock. The Point-to-Point Participation and Cap Interest Rate Benchmark Strategy, referred to herein as Interest Rate Benchmark Strategy, uses the Interest Rate Benchmark of the three month London Interbank Offered Rate ("BBA LIBOR") denominated in U.S. Dollars, as set by the British Bankers' Association. In consideration for BBA LIBOR Limited ( BBALL ) coordinating and the BBA LIBOR Contributor Banks and Reuters (the Suppliers ) supplying the data from which BBA LIBOR is compiled, the subscriber acknowledges and agrees that, to the fullest extent permitted by law, none of BBALL or the Suppliers: (1) accept any responsibility or liability for the frequency of provision and accuracy of the BBA LIBOR rate or any use made of the BBA LIBOR rate by the subscriber, whether or not arising from the negligence of any of BBALL or the Suppliers; or (2) shall be liable for any loss of business or profits nor any direct, indirect or consequential loss or damage resulting from any such irregularity, inaccuracy or use of the Information. The Beginning Number is the published value of the Index or Interest Rate Benchmark. Annuities are products of the insurance industry. They are not deposits in, obligations of, or guaranteed by a bank or any other financial institution and are not insured by the FDIC. Withdrawals from the annuity contract, which also may be referred to as Full or Partial Surrenders, are permitted when the owner meets the requirements of the Internal Revenue Code and the terms of the employer s plan, generally upon the attainment of age 59 ½, severance from employment, death, disability, or, if permitted by the 403(b) plan, to exchange to another 403(b) investment product under the plan. The annuity contract does not allow for loans or allow distributions due to financial hardship. Withdrawals prior to age 59 ½ are subject to applicable tax penalties. 19 cn6

20 ING Retirement Index Select 403(b) Annuity * Common Features Issue Ages Single Premium** Premium Banding** Interest Crediting Period Death Benefit Contractual Free Withdrawal Provision 0-75 owner/annuitant (owner and annuitant must be the same) $15,000 minimum $1 million maximum without Home Office approval Low: $15,000-$74,999 High: $75,000+ Fixed Rate Strategy interest is credited daily at an annual rate Index/Benchmark Strategies interest is credited annually at the end of the contract year Greater of accumulation value or minimum guaranteed contract value 1 st year: interest only from Fixed Rate Strategy After 1 st year: up to 10% of accumulation value as of date of first withdrawal during that contract year Payment Plans Cash surrender value Available after 1 st year Various income options available Minimum Interest Rate of 1.0% Extended Medical Care & Terminal Waivers Surrender Charge Bonus Recapture Market Value Adjustment (MVA) 45 days confinement during any 60-day period after the first contract year Terminal condition (<12 months life expectancy) diagnosis received after the first contract year Waiver of Surrender Charge only; Market Value Adjustment & Bonus Recapture still apply if within the first ten contract years Contract Year Percentage 10% 10% 10% 10% 9% 8% 7% 6% 5% 4% 0% Contract Year Percentage 100% 100% 80% 80% 60% 60% 40% 40% 20% 20% 0% May increase or decrease the accumulation value of your annuity if more than the free withdrawal amount is surrendered before the end of the 10th contract year. Maturity Date Contract Anniversary following the Owner s attainment of age 95 *This product is not available in all states as per current company Fixed Index Annuity practice. Remaining states are being reviewed. **Subject to change 20 cn6

21 ING Retirement Index Select Product Concept Single premium deferred fixed indexed annuity available as a 403(b) annuity for exchanges, transfers and rollovers only with a premium bonus and a potential choice of up to six interest-crediting strategies. It allows the client to individually participate in potential upward market movement and allows them to personalize a view of the market through their strategy choices, while rewarding the client with baseline guarantees. Premium Bonus: 5% of the single premium paid¹ (You lose all or a portion of the premium bonus in certain circumstances that are discussed later.) Cash Surrender Value: The cash surrender value equals the greater of: 1) the accumulation value, including any Market Value Adjustment (MVA), less any surrender charge and bonus recapture or 2) the minimum guaranteed contract value.* Eligibility For Distributions: Withdrawals are permitted when the owner meets the requirements of the Internal Revenue Code and the terms of the 403(b) plan, generally upon the owner s attainment of age 59½, severance from employment, death or disability, or, if permitted by the 403(b) plan, to exchange to another investment product under the plan. The annuity contract does not provide for loans or allow distributions due to financial hardship. ¹ Products offering a bonus typically offer lower credited interest rates, participation rates, index caps, monthly caps, and/or higher index spreads than products not offering a bonus. Over time, and under certain circumstances, the impact of the bonus may be offset by the lower participation multipliers, credit caps, credited interest rates, participation rates, monthly caps, index caps and/or higher index spreads. Interest rates, participation rates, index caps, monthly caps, participation multipliers and index spreads are subject to change. *Contact the Sales Desk for your specific state information (866) , as state variations may 21apply. Not all strategies may be

22 Guarantees Minimum Guaranteed Contract Value: Sum of the Minimum Guaranteed Strategy Values Minimum Guaranteed Strategy Value: 87.5% of the single premium elected to the strategy, less withdrawals, accumulated at the minimum guaranteed strategy value rate. Minimum Guaranteed Strategy Value Rate: fixed for the first ten years and is an annual rate of at least 2% but not more than 3%. It will be reset annually beginning on the tenth contract anniversary and is an annual rate of at least 1% but not more than 3%. Fixed Rate Strategy Minimum Guaranteed Interest Rate: The Fixed Rate Strategy s minimum guaranteed interest rate is 1.0% and is not tied to the minimum guaranteed strategy value rates. It is up to the Company whether to credit interest at a rate higher than the guaranteed minimum interest rate, and if so, by how much. The Company considers a number of factors in deciding what interest rates to credit, including the Company s expected investment yields, interest rates offered by competitors, and the Company s own profit objectives. 22

23 Charges Surrender Charges*: A percentage of the accumulation value surrendered, net of any market value adjustment, and declines over time as follows: Contract Year Percentage 10% 10% 10% 10% 9% 8% 7% 6% 5% 4% 0% Bonus Recapture*: A percentage of the accumulation value surrendered, net of any market value adjustment, and declines over time as follows: Contract Year Percentage 100% 100% 80% 80% 60% 60% 40% 40% 20% 20% 0% Market Value Adjustment: The MVA may increase or decrease the accumulation value of your annuity if more than the contractual free withdrawal amount is surrendered before the end of the 10th contract year. *Surrender charges and/or bonus recapture schedule may differ for some states. 23

24 Charges cont d No Surrender Charge, Bonus Recapture, or Market Value Adjustment will be applied in the following circumstances: Partial Surrenders not exceeding: 1 st Contract Year: interest earned in the Fixed Rate Strategy* After 1 st Contract Year: up to 10% of accumulation value as of date of first withdrawal during that contract year *Note: All withdrawals will be taken pro rata from each of the strategies regardless of the year in which they are taken. Death of the Owner (bonus recapture will be assessed during first contract year) Payment of proceeds at the contract maturity date Payment of Required Minimum Distributions (RMD), as defined by Federal Law If contract is fully surrendered, surrender charges, bonus recapture and market value adjustment will apply to the total amount surrendered during that contract year, including all prior partial surrenders within that same contract year. Withdrawals are subject to Internal Revenue Code 403(b) withdrawal restrictions, and to applicable tax penalties if taken prior to age 59 ½. Loans and hardship withdrawals are not allowed under the contract. 24

25 Market Value Adjustment MVA is a positive or negative adjustment applied to the amount surrendered Comparison of 10 year Constant Maturity Treasury Rate at contract issue and date of full or partial surrender Generally positive (increases surrendered value) when interest rates decline, and negative (decreases surrendered value) when interest rates increase 25

26 MVA cont d Market Value Adjustment, either positive or negative, is limited to the amount of any interest or index/benchmark credits in excess of 1.5% per year, compounded annually, credited to the accumulation value* Example: Assume single Premium of $100,000 + $5,000 Bonus Assume first year s total interest, index and benchmark credits is $4,500 and second year s total interest, index and benchmark credits is $1,045 $105,000 at 1.5% per year, compounded annually for two years is: $105,000 * = $108, At the second contract anniversary, the +/- MVA is limited to: ($4, $1,045.00) $3, = $2, *State variations may apply 26

27 Interest-Crediting Strategies Premium may be elected to one or more available strategies. Fixed Rate Strategy: Premium receives interest credited daily at a fixed, annual rate that is declared at the beginning of each contract year by the company. Additional Interest-Crediting Strategies: Choice of four Index strategies and the Interest Rate Benchmark Strategy* Point-to-Point Cap Index Strategy Monthly Cap Index Strategy Monthly Average Index Strategy Point-to-Point Participation Index Strategy Interest Rate Benchmark Strategy Index Strategies are related to increases, if any, of the S&P 500 Index The Interest Rate Benchmark Strategy is related to the annual increase, if any, of the 3-month LIBOR Interest rate credits from the Index/Benchmark strategies are paid at the end of each contract year, and are floored at zero, so the return for each Strategy will never be less than zero For 30 days after each contract anniversary, all or a portion of the value in each Interest-Crediting Strategy can be re-elected to any other available strategy with no charges; otherwise you cannot move money from one strategy to another. *Availability of these strategies may change periodically, and some strategies may not be available at the time of contract issuance. Please check ING s current interest rate sheet for availability of these strategies. 27

28 S&P 500 Index & LIBOR S&P 500 Index Widely regarded as the premier benchmark for U.S. stock market performance 3-Month LIBOR 3-Month London Interbank Offered Rate London Interbank Market Rate at which banks can borrow funds from other banks Widely used benchmark for short-term interest rates Rate may change daily on business days as defined by the British Bankers Association (BBA) 28 cn6

29 How do the Index/Benchmark Interest-Crediting Strategies work? 29

30 Each strategy may have one or more of the following: Cap Participation Rate Multiplier Spread These are declared annually and guaranteed for that contract year 30

31 Examples The following assumptions apply to each of the examples: Contract issue date is January 1 $25,000 is put into each of the five index/benchmark strategies A 5% bonus is applied to the single premium The Interest Rate Benchmark movement during the first contract year is as follows: Rate on 12/31 of prior year 3.938% Rate on 12/31 of the first contract year 6.266% The S&P 500 index movement from 12/31 of the prior year through 12/31 of the first contract year is as follows: Index Date Index Number Index Date Index Number 12/ / / / / / / / / / / / /

32 Examples cont d Also assume the following parameters for the first contract year: Point-to-Point Participation Index Strategy Point-to-Point Cap Index Strategy Monthly Average Index Strategy Monthly Cap Index Strategy Interest Rate Benchmark Strategy Initial Participation Rate 25.00% % Initial Index Cap 4.00% Initial Monthly Cap 1.65% Initial Index Spread 7.00% Initial Interest Rate Benchmark Participation Multiplier 4.0 Initial Interest Rate Benchmark Credit Cap 10.00% 32

33 Point-to-Point Participation Index Strategy Point-to-Point Participation Index Strategy This strategy has the potential to perform better when the index is significantly higher at the end of the year than at the beginning of the year. Index Credit = the Annual Index Change multiplied by the Participation Rate, floored at zero Annual Index Change = Example: Annual Index Change = (1150/1000) 1 = 0.15 or 15.00% Index Credit = 15.00% * 25.00% = 3.75% Strategy Accumulation Value = $26,250 * = $27,

34 Point-to-Point Cap Index Strategy Point-to-Point Cap Index Strategy This strategy has the potential to perform better when the index return is near or below the cap. Index Credit = the lesser of: The Annual Index Change The Index Cap Annual Index Change = Example: Annual Index Change = (1150/1000) 1 = 0.15 or 15.00% Index Credit = 4.00% Strategy Accumulation Value = $26,250 * 1.04 = $27,300 34

35 Monthly Average Index Strategy Monthly Average Index Strategy This strategy has the potential to perform better when the index posts most of its gains early in the year or when the index drops sharply later in the year. Index Growth is measured using the Index Average Index Average = Average of Index Numbers for each Monthly Anniversary during the current Contract Year (13,165/12 = 1,097.08) Index Credit = The index growth multiplied by the Participation Rate, less the Index Spread, floored at zero Example: Index Growth = (1,097.08/1,000) 1 = 9.708% Index Credit = (9.708% * %) 7.00% = 2.708% Strategy Accumulation Value = $26,250 * = $26,

36 Monthly Cap Index Strategy Monthly Cap Index Strategy This strategy has the potential to perform better when the index displays stable and steady growth throughout the year. Monthly Index Change is the lesser of: Monthly Cap Monthly Index Growth = Index Credit = the sum of the twelve Monthly Index Changes during the Contract Year, with the sum floored at zero Example: Index Credit = 10.54% Strategy Accumulation Value = $26,250 * = $29, Monthly Index Growth Monthly Index Change Monthly Index Growth Monthly Index Change 1/ % 1.00% 7/ % 0.92% 2/ % 1.65% 8/ % 1.65% 3/ % 1.65% 9/ % 1.33% 4/ % 1.40% 10/ % -1.75% 5/ % -0.92% 11/ % 1.33% 6/ % 1.40% 12/ % 0.88% 36

37 Interest Rate Benchmark Strategy Interest Rate Benchmark Strategy This strategy has the potential to credit interest in an environment where interest rates are rising. Interest Rate Benchmark Credit = the Interest Rate Benchmark Change multiplied by the Participation Multiplier, subject to a Credit Cap, and floored at zero Interest Rate Benchmark Change = Interest Rate Benchmark at end of contract year minus Interest Rate Benchmark at beginning of contract year Example: Interest Rate Benchmark Change = 6.266% 3.938% = 2.328% Interest Rate Benchmark Credit = 2.328% * 4 = 9.312% Strategy Accumulation Value = $26,250 * = $28,

38 Opportunistic Strategy Interest Rate Benchmark is an opportunistic strategy* Performs better when interest rates are low and have the potential to move higher Contrary to the S&P 500 Index strategies, IRB strategy probably is not a long-term, ongoing strategy Part of a diversification approach six different strategies available on this product * This opportunistic strategy is designed to provide a credit in the event that short term interest rates rise over the interest rate benchmark period. If short term interest rates remain level or decrease over the interest rate benchmark period, this strategy will not provide a credit. 38

39 ING Company Suitability and Business Guidelines 39

40 ING Business Guidelines and Code of Conduct As a producer for ReliaStar Life Insurance Company, you must adhere to the following guidelines on market conduct: Remember that producers/companies are held to high standards by public ING values relationships with producers and clients We seek a high-quality sales force and long-term relationships with our representatives Conduct yourself honestly and ethically with the client s best interest at the forefront of all product recommendations This is a summary only. As required in your agent contract, you must read in their entirety and comply with the ING Business Guidelines located at the ING for Professionals website. 40

41 Fixed Annuity Suitability ING is committed to making sure that every fixed annuity we issue is suitable for our clients. There is no one-size-fits-all solution for suitable financial strategies. Each client has his or her own unique situation, and suitability must be determined on the totality of your client s circumstances. Every recommendation you make must be suitable for your client. A decision to recommend a fixed annuity should be based on a careful analysis of the information you gather from your client. This means that, before recommending the purchase or replacement of an annuity, you must first obtain a full and accurate picture of your client s individual needs, financial status and financial objectives. ING s Suitability Profile Form and Fixed Annuity Needs Analysis Form will help you do this. Points to Consider: Age Marital Status Occupation Number and age of Financial Goals Risk Tolerance Dependents Number of years until retirement Investment Experience Annual Income Personal and Retirement Savings Annual Expenses Total Net Worth Tax Status Withdrawal Needs Liquid Net Worth 41

42 Advertising Defined Advertising includes: Printed & audiovisual material Websites & s Descriptive literature of insurer or producer used in Direct mail Newspaper Magazines Radio & TV Billboards Descriptive literature and sales aids Materials used for recruitment, training and education of annuity and insurance producers Prepared sales talks & presentations (seminars) 42

43 General Advertising Rules All advertising & marketing materials must be approved by ReliaStar Life Insurance Company s Advertising Compliance team before it is used Prior approval by all companies producer is appointed with (even if ING isn t referenced) Full legal name of company (ReliaStar Life Insurance Company) must be clearly defined. The company name can be abbreviated thereafter as ( RLIC ). Must meet branding guidelines set forth by ING Titles and designations Please review ING s Business Guidelines for approved titles and designations. 43

44 Lead Generating Materials Examples of lead generating devices: Response cards Website contact forms General rules: Needs to be designed and written to ensure compliance with state regulations and ING company policies Response cards should not reference seniors, and must be clear that annuities are being sold and an agent will be contacting persons who return the cards. Should not appear official in nature (IRS, FINRA, etc.) No phrases promoting hasty responses, such as: Important Probate Information Your Retirement Assets Could Be in Jeopardy Follow Federal and State do not call rules, and FCC Telemarketing Sales Rules 44

45 One more step You re almost finished IMPORTANT! To complete the final step for this training, you must close this window and return to the Course Home page (see below), click on right arrow at the top of the page, and complete the course attestation. Click on right arrow For Agent Use Only. Not For Public Distribution