How to Sell Life Insurance with the MetLife Selector

Transcription

1 MetLife Life Insurance Selector Clarifying Life s Choices PIPAC LIFE Symposium October 12,

2 Outline New Normal Key Benefits Key Link Life Insurance Selector Three Step Process Marketing Materials

3 New Normal 48 million American households feel they need more life insurance, yet many will not buy for a number of reasons 1 52% find it difficult to decide how much to buy 43% worry about making the wrong decision Americans are Underinsured The average American household has only 4.1 times income protected in life insurance 2 Two out of three spouses would suffer a loss in living standards were their partner to die immediately 3 1 Trillion Dollar Baby: The Sales Potential of the Underinsured Life Market, Limra International, LIMRA, Trends in U.S. Household Life Insurance Ownership, A 2005 Report 3 National Institute Economic Review 2006

4 New Normal Whole Life Term Whole Life Term Variable Universal Life Universal Life Survivorship Life

5 Key Benefits What if there were a way to help people understand which life insurance policy is best for them in an objective manner that is as straightforward and easy as asset allocation? To Clients: Simplifies and demystifies the process Confident about making the right decision To Producers: Actively engages clients in the product selection process Makes selling more face amount and more permanent insurance less difficult Sets up future term conversions Increases producer confidence Increases new producer productivity

6 Key Link The Sales Process: Fact Finder Uncover Need Quantify Need Suitability Profile Product Recommendation Investments Retirement & Savings Calculators Asset Allocation Retirement & Savings Calculators Life Insurance Human Life Value Capital Needs Income Replacement Whole Life Term Variable Universal

7 Life Insurance Selector Process Step I: Simplifies decision for how much Step II: Recommends appropriate term vs. perm mix by illuminating benefits of permanent insurance Step III: Recommends appropriate permanent policy based on client s preferences

8 Step I. How Much is Enough? Objective Get to the proper face amount How? Three Ways 1. Simplified Human Life Value chart in questionnaire, estimates insurance need 2. Full Human Life Value tied to MetWINS version 3. Or use other methods to determine amount of coverage

9 Step II. Insurance Portfolio Allocation Objective Determines how much term and how much permanent How? Eight Questions! Measure client attitudes Who relies on them now & in future Financial obligations in retirement Legacy goals

10 A Blended Recommendation Portfolio based on client s answers Educates the client on the benefits of permanent insurance Makes it less hard to sell more blended cases Sets up future term conversions

11 Step III. Permanent Insurance Allocation Objective Determine which type of permanent policy is best How? Six Questions! Measure client s preferences Guarantees vs. flexibility Tolerance for market volatility Retirement goals & savings strategies

12 What Kind of Permanent Insurance? Five possible recommendations based on client s responses Universal Life UL or WL Whole Life WL or VUL Variable Universal Life Further promote the benefits of permanent insurance Helps clients remember the types and features of different permanent policies

13 Set Up Future Term Conversions A client s budget may require less permanent coverage and more term today But think about what the selector helps your producers do! Client now has a reason to own permanent insurance Producers have a starting point for an annual review and future conversions

14 Marketing Materials Client Brochure Questionnaire Producer Guide MetWINS Ouput Defines Strategy to the client How much coverage is needed Which type or blend of life insurance is appropriate How the make recommendation How to score the questionnaire Compliments questionnaire Utilizes Human Life Value Automated scoring Personalized recommendation

15 Important Information Pursuant to IRS Circular 230, MetLife is providing you with the following notification: The information contained in this document is not intended to (and cannot) be used by anyone to avoid IRS penalties. This document supports the promotion and marketing of insurance products. Your clients should seek advice based on their particular circumstances from an independent tax advisor. MetLife, its agents and representatives may not give legal or tax advice. Any discussion of taxes herein or related to this document is for general information purposes only and does not purport to be complete or cover every situation. Tax law is subject to interpretation and legislative change. Tax results and the appropriateness of any product for any specific taxpayer may vary depending on the facts and circumstances. You clients should consult with and rely on their own independent legal and tax advisers regarding their particular set of facts and circumstances. Prospectuses for Equity Advantage Variable Universal Life, and for the investment portfolios offered thereunder, are available from MetLife. The policy prospectus contains information about the policy s features, risks, charges and expenses. The investment objectives, risks and policies of the investment options, as well as other information about the investment options, are described in their respective prospectuses. Clients should read the prospectuses and consider this information carefully before investing. Product availability and features may vary by state. MetLife Investors variable life products have limitations, exclusions, charges, termination provisions and terms for keeping them in force. There is no guarantee that any of the variable investment options in this product will meet their stated goals or objectives. The account value is subject to market fluctuations so that, when withdrawn, it may be worth more or less than its original value. All product guarantees are based on the claims paying ability and financial strength of the issuing insurance company. Please contact your financial professional for complete details. Life insurance products are issued in by MetLife Investors USA Insurance Company, Metropolitan Life Insurance Company and, in New York only, by First MetLife Investors Insurance Company. All guarantees are based on the claims-paying ability and financial strength of the issuing insurance company. Variable products are distributed ib d by MetLife Investors Distribution ib i Company (MetLife Investors), Irvine, CA. March 2010 Not A Deposit Not FDIC-Insured Not Insured By Any Federal Government Agency Not Guaranteed By Any Bank Or Credit Union May Go Down In Value

16 I don t leave home without it. Argentina Niner, MetLife's MidStates Group, Orland Park, IL 16 Articles! When it comes to selling life insurance, this is the best thing I ve ever seen. Dan Grisak, MetLife s Partners Financial, Cleveland, OH If I m talking to someone about life insurance, I m going right to the Life Insurance Selector! Bob DiBella, MetLife s Space Coast Financial Group Melbourne, FL

17 The Selector really opens up the possibility of blended cases because it helps clients understand their needs. And clients share that favorable experience with other people, who become referrals. Ron Piccinini, Managing Partner of New England Financial s Executive Financial Group in Orlando, FL It s a no-brainer to use the Life Insurance Selector. It opens the door to so many opportunities because I m not trying to convince the client that a more expensive product is more appropriate. John Gill, Agency Sales Director for MetLife s New England Agency in Exeter, NH