Allianz Life Insurance Company of North America P For financial professional use only. Not for use with the public. Life insurance policy reviews Help your clients, build your business M-3962 Page 1 of 12
Create new opportunities with policy reviews Think of your top five clients. Does their life insurance still meet their needs? If you don t know the answer, you could be missing a great opportunity. Policy reviews can help ensure that your clients are properly insured. And although they re not intended as a replacement strategy or sales pitch, they can benefit your business, by helping you: Move from transactions to connections. Demonstrate an interest in your clients that extends beyond the sale, and you could build a lasting connection based on loyalty and trust. Invest in the long-term viability of your business. If your customers are loyal to you over the years, chances are their kids will be, too. Policy reviews are a great opportunity to get to know your next generation of clients. Uncover sales opportunities. Your existing book of business offers hidden opportunities you might otherwise miss. Surprisingly, your current clients may be among the best sources of future business. Uncover referral opportunities. Wouldn t it be awkward to cold-call for referrals? If you conduct regular policy reviews, it ll be much easier to ask for and obtain referrals from your clients. Distinguish yourself from other financial professionals. Regular policy reviews can be an important point of difference. If you re not offering this service, someone else will. Give your business the edge in a competitive market. If you re not conducting regular policy reviews, it s time to start. Page 2 of 12
Are policy reviews really worth your time? They take some extra effort, but they re well worth your time. Consider these facts from LIMRA. 1 Many Americans either have no insurance, or are underinsured. 30% of U.S. households have no life insurance at all, only 44% have individual life insurance. 50% of U.S. households (58 million) say they need more life insurance. The average amount of coverage for U.S. adults has declined to $167,000, down $30,000 from the average coverage in 2004. Starting the process. It s as easy as asking, Do you have enough life insurance? A detailed appraisal of your clients needs isn t difficult, but it does require a systematic approach. In the next several pages we ll walk you through the process in five easy steps. We ll also show you some tools that can help you ask the right questions so you get the information you need. Four in 10 households with children under 18 now include a mother who is either the sole or primary earner for her family, yet among women who have life insurance, their coverage is only 69% of the average coverage on men. Many Americans know that they re underinsured. Policy reviews can help you meet their need for coverage. 1 Facts About Life 2013, LIMRA International, September 2013. 1 Page 3 of 12
Policy Review Agent Guide Step 1: Schedule an appointment. If your clients have never had a policy review they may not appreciate its value. When you call to schedule an appointment, emphasize what s in it for them. Here are some sample calls to help you get started. Calling an existing client Hello (client name), this is your agent (agent name). Do you have a minute? (If client is busy, ask When is a better time to talk? ) I m calling today about your current life insurance coverage. It s been a while since you bought your policy, and I d like to help make sure it is still in line with your needs. We may even find that we can save you some money, or get you more coverage! When might be a good time to meet? Calling a prospect Hello, (prospect name). This is (your name) calling from (name of agency). Have I reached you at a good time? (If no, ask, When is a better time to call? ) May I ask whether you recall when you bought your life insurance policy? (Wait for response.) Calling a business professional Hello, (prospect name). This is (your name) calling from (name of agency). Have I reached you at a good time? (If no, ask, When is a better time to call? ) As you re aware, many of your clients either have life insurance, or a need for it. There have been many innovations in the insurance industry in recent years, and it s possible your clients could benefit from a life insurance policy review. It would be an easy way for you to add value for your clients and it would benefit them, too. I d like to tell you more about this service, which I d offer at no cost or obligation to you or your clients. When might we meet to discuss it? Should you prefer to first approach your clients with a letter, you ll find a customizable template at www.allianzlife.com. It s possible your life has changed since you bought your policy. There also have been many innovations in the insurance industry that might save you some money, or get you more coverage. I d like to offer you a complimentary consultation. It will take only a few minutes, and it could really benefit you down the road. When might be a good time to meet? 2 Page 4 of 12
Step 2: Gather data. Ask your clients, What s new? You know life-changing events can affect your clients insurance needs. So can recent changes in their financial or beneficiary situations. In Step 2, we ll use several forms to gather this information from your clients. Identify life-changing events Ask your client whether they ve had a major life event lately. A yes answer to any of the following may signal a need to revisit their insurance: Marriage or divorce Birth or adoption of a child Buying a new home Receiving an inheritance Beginning a new job or starting a business Increased/decreased debt load Changes in their health Evaluate your clients current financial situation How much insurance your clients need and how much they can afford depends in great part on their financial picture. Use the Personal Financial Inventory worksheet (M-5153) to help you get a snapshot of your clients situation. It s important that your clients fill it out as completely as possible, because the information is critical to helping you determine their insurance need and recommend a suitable product, if appropriate. You may consider leaving this worksheet with your clients and having them fill it out on their own. Consider the effects of inflation If your clients have held their policy for 10 or 20 years or even longer it s possible that inflation has eroded their policy s purchasing power. In the chart below, notice how the purchasing power of a $100,000 death benefit steadily declines. After 20 years, the policy s death benefit may still be $100,000, but in terms of actual purchasing power, the beneficiaries are getting only $54,109. The figures in the chart below are based on actual Consumer Price Index calculations for the years shown. Year Purchasing power of 100K death benefit given the rate of inflation Annual rate of inflation as determined by CPI 1989 100,000 4.7% 1990 94,245 6.1% 1991 91,443 3.1% 1992 88,865 2.9% 1993 86,488 2.8% 1994 84,235 2.7% 1995 82,150 2.5% 1996 79,508 3.3% 1997 78,177 1.7% 1998 76,937 1.6% 1999 74,926 2.7% 2000 72,471 3.4% 2001 71,364 1.6% 2002 69,707 2.4% 2003 68,421 1.9% 2004 66,264 3.3% 2005 64,075 3.4% 2006 62,488 2.5% 2007 60,037 4.1% 2008 59,982 0.1% 2009 58,393 2.7% 2010 57,533 1.5% 2011 55,878 3.0% 2012 54,921 1.7% 2013 54,109 1.5% Source: Bureau of Labor Statistics, ftp://ftp.bls.gov/pub/special. requests/cpi/cpiai.txt. The Consumer Price Index was calculated using the Annual Average method, but was not seasonally adjusted. 3 Page 5 of 12
Policy Review Agent Guide Step 2: Gather data. (Continued from previous page) Conduct an underwriting review Your clients health plays a major role in their insurability, so it s important to include medical underwriting in any policy review. Ask your clients if they ve had any significant changes to their health since they purchased their policy. If they answer yes, you ll need to obtain more details. You may occasionally be pleased to discover that your clients qualify for a more favorable rate class than they had in the past. Conduct a beneficiary review This may seem like an afterthought, but isn t it the reason your clients have insurance in the first place? The Beneficiary Review tool (M-5444) is a step-bystep guide to help your clients and you clarify their wishes for their beneficiaries. Be aware that some beneficiary situations require special handling. If your clients ask a beneficiary question you re not sure how to answer, refer them to their tax advisor or attorney. Beneficiaries Look for the following on your clients beneficiary review worksheets: Your client s estate is the beneficiary A trust is the life insurance policy owner/beneficiary A corporation, church, or charitable organization is the beneficiary One or more beneficiaries are no longer alive Request an annual statement If you don t know where your clients are, you can t show them where they may be going. To get started, ask your clients for a copy of their most recent annual statement. If they don t have one available, you can request one from their insurance company. Request and obtain an in-force illustration Offer to run an in-force illustration so you can show your clients a current snapshot of their policy. Before you can run an in-force illustration, however, you ll need your clients permission. An In-force Illustration Request form (M-3971) is included in this kit and at www. allianzlife.com. (Note: Please be aware that the client s current insurance company may require you to file a different form than the one we provide.) M-5444 Once you have permission from your client, submit the In-force Illustration Request form (included in this policy review kit) to their insurance company. 4 Page 6 of 12
Step 3: Evaluate the data. You ve collected a lot of information. Now, put it to work. How to read your clients annual statements 1 2 How much premium is your client paying each year? What are the policy s current values? Annual statements can be useful policy review tools. Key figures include the planned premium and cost of insurance and any riders, along with the values in the policy. Although the appearance of your clients annual statements may vary, they will all contain the information illustrated below. Keep in mind that annual statements don t always paint the full picture. To provide your clients a fair and accurate policy review, only use annual statements in conjunction with an in-force illustration. Hypothetical Life Insurance Company ANNUAL REPORT TO POLICYHOLDER Policy number XXXXXXXX Policy date: 06/01/2003 Reporting period: 06/01/2012-05/31/2013 Insured: CARL CLIENT Gender: Male Carl Client Issue age: 45 1234 SOMEWHERE ST Mode: Class: Annual Nontobacco SOMEPLACE, USA Death benefit amount: Annual planned premium: $500,000 $7,015.00 1 2 Plan name: HYPOTHETICAL FIXED INDEX UNIVERSAL LIFE INSURANCE POLICY DETAIL FOR POLICY YEAR BEGINNING 06/01/2012 AND ENDING 05/31/2013 We are pleased to provide this life insurance annual statement. Your policy values as of your policy anniversary date are shown below. These values are based on your past policy year performance. We appreciate your business. If you need further assistance or have any questions, please do not hesitate to contact your representative directly. Accumulation Value at end of last reporting period: $XX,XXX Net premium paid: $X,XXX Interest credited: $X,XXX Cost of insurance: ($X,XXX) Cost of riders: $X Expense charge: ($XX) Partial surrenders: $X Partial surrender charges: $X Accumulation Value at end of this reporting period: $XX,XXX 2 This hypothetical example is provided for illustrative purposes only. This character is fictional and not an actual Allianz client. 5 Page 7 of 12
Policy Review Agent Guide What to look for in an illustration When you review your clients in-force illustrations, look for five key facts: 1. What is the policy s current death benefit? 2. How much premium is your client paying each year? 3. If your client continues paying only this amount and nothing else changes for how long could the policy remain in force? 4. At your client s current premium level, for how long could the policy remain in force if the cost of insurance goes up and interest rates decline? 5. What could the policy s net cash surrender value be at the end of the year? 6 Page 8 of 12
Step 4: Present your findings. Results of the illustration First, you ll offer your analysis of your clients in-force policies. Be sure to cover the information we reviewed in Step 3, including how much premium your clients are currently paying, and whether that could be adequate to keep their policies in force. Pay special attention to the policy s death benefit amount and its cash surrender value. Based on your clients needs, offer an assessment of whether you believe these are adequate. Remember to take inflation into account, if their policy is relatively new and they expect to hold it for a while. Cost/benefit analysis After you ve reviewed the financial aspects, discuss the features and costs of your clients existing policies. Ask your clients which features they value, and why. It may be that some of these features are no longer needed, but that they incur additional cost. Conversely, perhaps your clients needs have changed and they d now like more flexibility or accumulation potential than their current policy provides. Be sure to provide a balanced discussion. No life insurance policy is without benefits, and they all carry some costs and fees. In some cases, the costs and fees will reduce the policy s cash value accumulation, or even cause the policy to lapse. Help your clients get as complete a picture as possible. Beneficiaries Are your clients beneficiaries accurately stated? Make sure the names listed on the beneficiary review worksheet match those on the policy. If not, discuss this discrepancy with your clients, and update their policy if necessary. You may want to recommend that your client review the beneficiary worksheet with their attorney to avoid possible complications down the road. Then and now You ll probably have a few clients who have held the same life insurance policy for 10 or 20 years, or even longer. These clients merit a little extra attention. Here s why: First, it s possible that inflation has eroded the purchasing power of the policy s death benefit. A $100,000 death benefit won t go as far for the beneficiaries today as it would have in 1989. See the example on page 3 ( Consider the effects of inflation ) for an example. Secondly, it s possible that when your clients purchased their policy they earned less per year or had a smaller mortgage. If they haven t increased the death benefit amount over the years, it s possible they re now underinsured. 7 Page 9 of 12
Policy Review Agent Guide Step 5: Offer options and solutions. Your clients are diverse. So offer a product that helps meet their needs. The policy review you ve just completed has given you insight into your clients unique situation. By now, you know whether they have enough insurance to meet their needs. But is the type of life insurance appropriate for their situation? Life insurance, at a glance Because your clients are unique, no single type of insurance can be right for them all. As part of your policy review, you should consider whether it might benefit your clients to consider a different type of policy altogether. At a glance, these are: Term insurance Term insurance policies provide life insurance coverage for a specific period of time. If your client buys a 20-year term insurance policy and lives to the end of the term, for example, the policy will terminate. Term insurance policies offer the advantage of level premium. Some also offer options to renew at the end of the term or to convert to a cash value life insurance policy, or special features such as a return-of-premium rider (these features may vary by product, and are available at extra cost). Whole life Whole life insurance also offers the predictability of level premium payments. Whole life insurance policies provide coverage for your client s entire life (instead of a set term), as long as the provisions of the policy are met. Whole life insurance policies also have the potential to build cash value that your clients may be able to access under certain circumstances. 1 Universal life Universal life insurance also offers your clients coverage for their entire lifetime. But, unlike whole life insurance, universal life insurance offers your clients flexibility to pay premiums at any time and in any amount (subject to some limits), as long as the policy expenses and cost of coverage are met. Universal life insurance policies also offer the potential to accumulate cash value at a declared interest rate, and which your clients may be able to access under certain circumstances. 1 Fixed index universal life Fixed index universal life (FIUL) insurance works the same way as a universal life insurance policy, but with the option of potential credited interest. Indexed interest is earned based on positive changes in an external market index or indexes, which your clients choose when they buy the policy. Your client s policy may be credited indexed interest if the changes are positive, but they are not actually buying shares of any stock or bonds, or participating in the market. Their policy s cash value can grow tax-deferred, and your clients can access any available cash value accumulation through loans or withdrawals. 1 A final thought: The tax advantages of life insurance Regardless of which type of life insurance policy they choose, there are tax advantages your clients should consider. Any increase in their policies cash value is tax-deferred, and death benefits paid to their beneficiaries are income-tax-free. 8 1 Policy loans and withdrawals will reduce available cash values and death benefits and may cause the policy to lapse, or affect guarantees against lapse. Additional premium payments may be required to keep the policy in force. In the event of a lapse, outstanding policy loans in excess of unrecovered cost basis will be subject to ordinary income tax. Tax laws are subject to change and your clients should consult their tax professional. Page 10 of 12
Policy reviews: They can be good for your clients and your business. Making policy reviews a central part of your practice can help you deepen your existing relationships with your clients and help you grow your business. It may take a little effort to learn the process, but your effort could pay off for years to come. For more information, or for additional sales tools and tips, call the Life Case Design Team at 800.950.7372 (press 1 for Sales Support, then 2 for Life). Page 11 of 12
True to our promises so you can be true to yours. A leading provider of annuities and life insurance, Allianz Life Insurance Company of North America (Allianz) bases each decision on a philosophy of being true: True to our strength as an important part of a leading global financial organization. True to our passion for making wise investment decisions. And true to the people we serve, each and every day. Through a line of innovative products and a network of trusted financial professionals, and with over 2.6 million contracts issued, Allianz helps people as they seek to achieve their financial and retirement goals. Founded in 1896, Allianz is proud to play a vital role in the success of our global parent, Allianz SE, one of the world s largest financial services companies. While we pride ourselves on our financial strength, we re made of much more than our balance sheet. We believe in making a difference with our clients by being true to our commitments and keeping our promises. People rely on Allianz today and count on us for tomorrow when they need us most. Guarantees are backed solely by the financial strength and claims-paying ability of Allianz Life Insurance Company of North America. Product and feature availability may vary by state. www.allianzlife.com Products are issued by: Allianz Life Insurance Company of North America PO Box 59060 Minneapolis, MN 55459-0060 800.950.1962 (R-4/2014) Page 12 of 12