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Message from the CEO: DOL Fiduciary Rule Final Extension – Maybe

On April 7th of 2017, just seven days after the new Secretary of the Department of Labor (DOL) Alexander Acosta was confirmed, the department responded to President Trump’s executive memorandum to conduct a detailed analysis of the department’s Fiduciary Rule. The response resulted in the delaying of the applicability date from the previously scheduled April 10th date until June 9th. The department deemed the delay as the “Final Extension” making it clear that unless they are forced by some other means to again delay or withdraw the rule, they have no intention of further modification. Contained in the delay were revisions in the language regarding Best Interest Contract Exemption (BIC-E) and Prohibited Transaction Exemption 84-24 (PTE 84-24) to be applied during a transition period to expire on January 1st 2018, which temporarily allows for a less burdensome application of the DOL Fiduciary Rule. While there are a great many aspects of the rule that pertain to varying products and distribution sources, here we will only be addressing Fixed Deferred Annuities, Immediate Annuities, Deferred Income Annuities, and Fixed Indexed Annuities.

By way of background, in the original draft of the DOL Fiduciary Rule, Fixed (SPDA), Immediate (SPIA), Deferred Income (DIA), as well as Fixed Indexed (FIA) annuity products that were purchased using Qualified assets all fell under PTE 84-24, which primarily required compliance with what is known as the Impartial Conduct Standard. In the final version released in April 2016, Fixed Indexed Annuities were moved from PTE 84-24 and placed under BIC-E which requires that a Financial Institution be party to (read: liable for) the sale of FIAs. Under the current transition rules, FIAs are once again placed under the PTE 84-24 requirements. While the ability to temporarily transact the sale of FIAs without the need for involvement of a Financial Institution may ease the facilitation of a sale, it does not eliminate the liability of the agent/producer; in fact it might increase it. As noted above, the Impartial Conduct Standards still apply which require the following:

  1. Provide advice in the client’s best interest
  2. Avoid misleading statements
  3. Receive only reasonable compensation

Most would reasonably agree that the majority of FIA and other Fixed Annuity sales are transacted in the client’s best interest. Certainly the very low number of complaints reported to the National Association of Insurance Commissioners (NAIC) would bear this out. As such, it is also reasonable to assume that misleading statements are far from the norm. But, how does one determine “reasonable” when considering compensation. Well be aware that the DOL has provided a non-answer. First it is important to note that it is up to the person receiving the compensation to demonstrate that what is received is reasonable. Secondly, the DOL has indicated that it is up to the producing and distribution segments of the industry to figure it out, which means the insurance companies and other providers of financial products as well as Financial Institutions. And then, the ultimate arbiter of reasonableness will or can be determined in the courts. It is important to remember that the intent of the DOL Fiduciary Rule is to eliminate commissions and any other compensation as a detractor from the consideration of the client’s best interest. Were it not for the exemptions provided by PTE 84-24 and BIC-E, commissions would be eliminated altogether and compensation for advice would only be available via a fee-based structure.

While the temporarily less stringent requirements on the sale of FIAs in particular is significant, it is still the position of Zenith Marketing Group that we as a company firmly oppose the Department of Labor’s Fiduciary Rule. Not because of its stated intent of doing what is in the best interest of a client, but because of the Private Right to Action afforded to any individual whose attorney can convince a jury that the plaintiff should be an individual class-action- lottery-winner at the expense of an advisor and/or Financial Institution.

There have been and will be a number of varying actions taken by individual insurance companies prior to June 9th. Some will likely require an additional form or acknowledgement of compliance with the Impartial Conduct Standards. Others may provide notifications to producers requiring only negative consent. As the policies and procedures of the carriers are announced, we here at Zenith Marketing Group will make every effort to summarize the requirement for compliance and share them with you. For producers who are affiliated with a Broker/Dealer or Registered Investment Advisory firm, please understand that your firm’s policies and procedures should be followed as the firm instructs and we wholly welcome the opportunity to work with your firm to insure compliance. Lastly, there is one major element that is sure to be necessary in the very near future- Document, Document, Document every aspect of your conversations with your clients. In closing, I assure you, Zenith Marketing Group, Inc. is working for you and with you during the transition period…and after.

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Message from the CEO: A DOL Update for our Partners

Last week, the Office of Management and Budget (OMB) released a proposal from the Department of Labor (DOL) for a 60 day extension on the applicability date of the DOL Fiduciary Rule. As you know, the currently scheduled effective date is April 10, 2017.

As a result of the proposal, we are now in the midst of a comment period, which may lead to a modification of the rule (including a possible delay to the DOL Fiduciary Rule).

For many this comes as potentially good news. Should there be a delay or even repeal in some form, we anticipate that most Broker-Dealers and other Financial Institutions will allow the frantic pace being applied to the April 10th compliance date to slow down. However, since so much time and effort has been expended, it is highly unlikely that their efforts will be completely abandoned. It is still critical for all Registered Reps that currently do business with Zenith Marketing Group to engage with their Broker- Dealer to facilitate the future relationship with Zenith and the BD. Rob Murphy, Senior Vice President of Strategic Partnerships and Business Development, who heads up our National Accounts department, will be more than happy to assist you with any questions you have about our continued partnership. He can be reached at (800) 733-0054 ext. 6162.

For the large number of non-registered advisors that work with us daily, you need to know that we will be ready for any eventuality. There is too much uncertainty surrounding the DOL Fiduciary Rule for us not to continue to develop opportunities and solutions for our producers as if it is going forward. That message has been echoed by the carriers we speak to every day.

When the time comes (should it ever arrive), we will share our process with you so you may continue to offer fixed index annuities inside of qualified plans. Again, until further notice, the effective date for the rule is April 10, 2017 and we will be ready.

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Message from the CEO: The Latest on the DOL Fiduciary Rule

usdepartmentoflaborAs we crawl ever closer to the effective date of the DOL Fiduciary Rule in April, I think we’re due for an update on the latest news as it relates to the rule. As you may well know, the DOL Fiduciary Rule applies to all qualified funds which include qualified plans, IRAs, and other types of ERISA plans. The stated purpose of the rule is to protect consumers from unfair sales practices and expenses.

With all the change in Washington, there are several potential outcomes:

  1. Status Quo – no change to the DOL Rule, and implementation begins as planned on April 10th. No matter what the future is, this is what everyone is planning for – until further notice, this is happening.
  2. Repeal – it is definitely possible that President Trump decides to kill the DOL rule, however doing so outright is a difficult and arduous task due to procedural issues surrounding existing regulations. Some might interpret such a move as ill-will toward the American public given that the rule’s supposed purpose is to protect the best interest of the consumer. A repeal of the rule without a replacement might be seen as putting financial institutions first, instead of the people.
  3. Delay of Applicability – most pundits believe a delay of 6-12 months is highly likely. It serves the purpose of buying time and could force the DOL to reopen the rule for comments. Also, two of the three lawsuits against the rule have been dismissed (appeals have been filed), and one is still pending an initial ruling. And the judge on the pending suit asked many questions prior to adjourning which seemed to indicate she could side with the plaintiff. Nothing is certain, but having this unsettled lawsuit hanging over the DOL’s head might be reason enough to delay.

Regardless of the outcome, most would agree that the “horse is out of the barn.” Most institutions and interested parties have already spent significant resources to accommodate the DOL Fiduciary Rule as it applies to the Best Interest Contract Exemption (BICE). In short, the BICE obligates a financial institution to a fiduciary role. Delay or repeal of the rule, would likely do nothing to change the way they operate. Insurance carriers are already feeling the pinch from broker-dealers to standardize compensation for their registered representatives to ensure a complete strategy is implemented for the consumer. Registered investment advisory firms and their affiliated investment advisory representatives already being fiduciaries will face similar internal oversight. The independent insurance producer would obviously benefit from repeal or delay, as they could continue to make recommendations regarding qualified funds without institutional oversight or a Prohibited Transaction Exemption 84-24, which only applies to non-risk assets such as fixed annuities.

As I’ve said, we’re all operating under the premise of status quo, the rule stays. In that event, there is one point of interest to those offering life insurance solutions. In the second set of FAQs from the DOL, FAQ #4 is one to make sure you keep tabs on. It says that recommending the use of an RMD to fund any form of life insurance makes you a fiduciary. If you make this recommendation and take compensation on the transaction without utilizing a BICE, you have entered into a prohibited transaction. For the most part, up until now, we’ve been discussing the DOL fiduciary rule as it relates to fixed and fixed index annuities. This FAQ expands the scope and I felt it was worth pointing out to you.

All that said, until we hear otherwise, the rule is the rule and the countdown to the effective date continues. I also believe a delay is likely and would not be surprised to eventually see the rule repealed or vacated. In such a case, you can be sure the SEC would step right in with their own rule or guideline to fill the void. We will continue to monitor the situation closely and keep you updated when there is news of value.

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Solving Two Cornerstones of Retirement Planning

cornerstone-contentWe’ve all heard that retirees are living longer. We’ve also heard that a retiree’s biggest fear is running out of money. Even if we weren’t living longer as a populace, the need for income in retirement would remain. To state the obvious, if you’re retired, no one is paying you anymore. Except maybe Uncle Sam and can you really live on Social Security alone?

When you breakdown retirement planning, there are really two cornerstones of retirement planning that must be satisfied – and if you do that, the plan should be considered a success.

So what are those two cornerstones? Guaranteed Income and Long-Term Care (LTC).

Cornerstone #1 – Provide a guaranteed stream of income. How do we do th
at? There are a variety of fixed annuity options that all could help solve this threat. Immediate annuities, deferred income annuities, multi-year guarantee annuities, traditional annuities, fixed index annuities, income riders for fixed index annuities. If you’re talking guarantees, any of these could work and we would love to show you how well these compete with any other income generating vehicle available.

Cornerstone #2 – Long-Term Care; something not everyone wants to talk about. 70% of people over age 65 will require long-term care.1 Chances are you have someone in your life that has required or will require long-term care. It’s just a reality. As we get older, we need more help. The alternative is dying and that’s not much of a retirement plan. Care comes in so many forms – it could be as simple as somebody doing grocery shopping for you to being as involved as daily care both at home or in a nursing home. As we get older we need help – we just do. How will this “help” be paid for? Out of pocket? We’ll be destitute in no time. Sell the house? The memories, the comfort, and the freedom gone forever. Insuring for Long-Term Care or chronic care is really the best option and there are so many ways to do it now that there really is something for everyone. Here’s a list of some of the tools we use for solving this need: traditional long-term care, linked life/LTC, linked annuity/LTC, life insurance with LTC riders, life insurance with chronic care riders, and fixed index annuities with chronic care benefits.

Retirement planning is made simple with insurance products. We always talk about guarantees. Retirement planning needs to focus on guarantees, pre-retirees don’t have the time for risk. Once you take care of these cornerstones, your clients can sleep more soundly.

1 DHHS, 2008. Statistics taken from www.
longtermcare.gov.

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Designed to Fail? An Update on the DOL Regulation

usdepartmentoflaborOn September 23rd, InvestmentNews published an article titled “DOL fiduciary rule to cost the securities industry $11B by 2020: study” with most of the cost borne by independent broker-dealers.

While recently speaking with a large independent broker-dealer, they shared with us that they have allocated 7,000 hours of information technology (IT) work for 2017 to implement the new DOL guidelines. At a very conservative $100/hr, that’s $700,000.

Who’s going to pay for that? We’re also hearing that because of the new DOL regulations, E&O insurance will increase 8-10% next year, plus there will be additional fees for IT implementation with one broker-dealer thinking of an additional $250 IT compliance charge per representative.

Even forgetting the additional paperwork to process fixed indexed annuities after DOL implementation, “reasonable” compensation hasn’t been addressed but it certainly means that it will not be increasing. So, registered representatives and broker-dealers will not be happy.

What about non-registered producers not affiliated with a broker-dealer or registered investment advisor? They may be able to still sell fixed indexed annuities if they fall under the jurisdiction of a Financial Institution (FI). Some organizations have filed for FI status but there are no set guidelines in determining what qualifies as a FI and no time frame for approval. Plus, we haven’t seen E&O coverage availability for FI status. And, since the FI is taking on significant risk for a non-registered producer selling these products, compensation will be split in some way. So, non registered producers will not be happy.

What about the carriers? If they do nothing, they may lose significant qualified business. Can they afford to do nothing? We don’t think so. They will at the very least have to retool products and procedures at significant cost perhaps just to maintain existing sales levels. So, carriers will not be happy.

What about consumers? The initial fear before the new DOL regulation is implemented would be that middle class America would not get the advice they desperately need as it may be unprofitable for advisers to give that advice in the future. State Farm just announced that all their registered representatives will need to give up their securities licenses and that customers, if they need investment advice will be able to call an 800#, receive information (not advice), so the customer can then make their own investment decision. What will other distributors do in the future? Will they follow the State Farm lead and cut out investment advice to their customers? Customers will not be happy.

Maybe the federal government is smarter than we think. Maybe this new DOL regulation was designed to fail. The federal government has been seeking to wrest control of fixed indexed annuities away from state insurance regulators and wanting them under federal control. This battle has gone on for years and just a few days ago, an Illinois appellate court panel ruled that fixed indexed annuities are insurance and not securities products under state law. And you thought this issue was resolved years ago?

Maybe, just maybe, if a regulation goes into effect that seemingly upsets just about all constituencies, there will be such clamor for change that true change may come – complete Federal regulation of fixed indexed annuities as well as all qualified funds, or simply one’s retirement money.

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Uncover Planning Gaps with Beneficiary Reviews

When most people hear the words beneficiary review, the obvious thoughts run through their minds:

  • Did I remember to add my youngest child as beneficiary to my insurance policy?
  • I just got divorced and need to remove my spouse as beneficiary.
  • I need to add my new grandchild as a contingent beneficiary.

Of course there are countless other scenarios but you get the idea.

What I think when I hear beneficiary review is Opportunity!

Yes, all the obvious thoughts are extremely important. For the consumer, a beneficiary review is their chance to match current beneficiary designations with their desired disposition of assets:

  • Are all assets going to the desired person(s)? In the desired manner?
  • Have “worst case” contingencies been considered and covered? Is the client sure?

After a thorough review of Zenith Marketing Group’s Beneficiary Review Producer Guide (download), you should be capable of helping clients answer these questions.

When conducting your reviews, be on the lookout for these hot button areas of significant concern where a misdirected designation may cause great distress or unintended consequences for you. Here are some of these concerns:

  1. Life insurance/other assets payable to the “estate of the insured.” Depending upon the client’s factual situation, this may not be an efficient designation. Proceeds would be included in the probate estate of the insured; thus, they would be subject to probate expenses before being distributed to the estate beneficiaries.
  2. Insured has divorced since insurance was purchased. Proceeds may still be payable to a former spouse.
  3. Re-marriage. The same issues as divorce emerge and re-marriage may create others. For example, who are the contingent beneficiaries on a life policy? The insured’s children, children of the current marriage, or someone else? Be sure that the intended parties are designated.
  4. Planning if the beneficiary predeceases the insured. This is why a contingent beneficiary is strongly recommended in all situations. If no contingent beneficiary has been named it is likely that proceeds would become payable to the insured’s estate.
  5. Testamentary trust is named. A testamentary trust is created by the will upon the death of the insured. Thus, it does not exist until the will has been probated, which may be some length of time. This may cause delay in distributing life insurance proceeds. If the will and trust are outdated and pass assets to unintended parties, this aggravates an already inefficient designation. The clients should seek legal advice with regard to any questions they may have regarding how a trust may be established or how a trust may be applicable to their factual situation.

But for you, the producer, the process of collecting data about client assets and their disposition will help you identify insurance shortcomings, and, in many cases, point to the need for a more detailed and separate insurance review and the potential for a new insurance sale. Opportunity. Use the Zenith Beneficiary Review Financial Journal (download) with your clients to collect the data.
This thorough collection of data may reveal assets you had no idea even existed, leading to discussions such as:

  1. Do current insurance products continue to meet the client’s needs?
  2. Do current products possess the necessary features (for example, a guaranteed death benefit) desired by the client?
  3. Is the product type appropriate to meet client needs? (term, UL, etc.)
  4. Is the insurance amount adequate? (An insurance needs analysis will help determine amounts needed.)
  5. Are there health insurance gaps or needs which may require remedy?
  6. Is there a need which may be filled by annuities, either deferred or immediate?
  7. And, are there other individuals within the client’s sphere of influence who could benefit from a beneficiary review, who may also have insurance needs?

Answering these questions should lead you to new insurance sales opportunities and the chance to enhance client trust by demonstrating your ability to offer competent and comprehensive life insurance services.

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A Europe of Many Cultures or a European Culture?

Last Thursday saw a historic vote abroad: the United Kingdom (UK) voted to leave the 28 country European Union (EU). In effect, the British just had their “Tea Party” event. A few days before the vote, I wrote about the possibility of this happening.brexit1

Although there was certainly passion on both sides – the ‘stay’ or ‘leave’ camps, let’s separate facts from impressions and think about what this means for the protection industry (life insurance and annuities), our industry.

While many would say the vote was somewhat close – 52% to 48%, the ‘stay’ campaign was really marketed as a ‘stay and reform’ campaign meaning that even if you voted to stay in the EU, the expectation from the typical UK voter was that there would be reforms made within the EU to satisfy these voters. The vote was never about keeping the status quo. That’s an important distinction that many pundits don’t articulate.

So what really happened? In 1957, the Treaty of Rome created the European Economic Community (EEC), a regional organization aimed at integrating some European countries economically which included a common market and customs union. Ultimately, this led to the EU which allowed for the free movement of goods, capital, services, and people, under the direction of unelected foreign (EU) officials from Brussels. While immigration was one aspect for the push for Brexit (and the one heavily played up now in the press), the vote was, above all, a solid ‘No’ to one-size-fits-all regulations. Imagine each of our states relinquishing all of its decision-making to the Federal government.

Is the EU trying to create a European culture or maintain a Europe of different cultures? That has been a key distinction on what side the voting camps fell into. Consider some insane EU rules: fruit should be “free from abnormal curvature” (no crooked bananas or cucumbers), vacuums above 1,600 watts were banned, water can’t be marketed as ‘hydrating’ after Brussels scientists said it wasn’t so, restaurants using olive oil on their table would be forced to use individual tamper proof bottles instead of refilling the same one each time, menthol cigarettes would be banned, etc.

And over the past number of years, many poorer EU countries (Greece, Cyprus, Ireland, etc.) have maxed out their national credit cards and benefited from the wealthier EU countries providing financial relief causing pressure on both sides.

My expectation is that other countries may follow the UK lead and vote whether to stay in the EU or not. We could see the unraveling of the EU and the Euro.

The markets fell dramatically last Friday worldwide. Is this because the leave vote is bad for the markets? Not necessarily. It’s really because the markets didn’t expect this vote. The wealth managers thought it couldn’t happen and the markets hate uncertainty.

But concerning the United States, consider this:

If the EU is weakened or even fell apart, there would be a smaller piece of the world competing with the US for investors’ attention and assets. Back in 1992, there was a fear that the EU would become a true powerhouse that would steal investments from the US. To a certain degree, that happened for a few years and while the EU (and the Euro) remained strong, it was a threat to our economic dominance. Remember all the talk about the Euro becoming the currency of choice worldwide? Now that the EU is weakened, it should help the US. More money will flow to safety (US). More economic activity will accrue to US firms. True, in the short term some US firms that export to the EU may be hurt, but long-term it may be very good for the US.

As far as interest rates are concerned, be prepared for continued low rates as investment continues to flow here. Your clients should not expect interest rates to rise anytime soon. There has been a huge opportunity cost for clients who kept waiting for interest rates to rise. They need to realize that interest rates will remain low. Life insurance and annuity guarantees, in a volatile market, will remain so important that there is a huge opportunity to make sure your clients understand that what we provide can truly guarantee security.

 

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Risk Aversion Grows as “Brexit” is a Distinct Possibility

While most of our industry focuses on the new Department of Labor (DOL) rules and how this would affect annuity sales in general over the next few years, there’s an event happening next week that could upset the financial markets.

You’ve started to see it already. This week, highly-rated government bond yields dropped dramatically. The US 10-year Treasury fell to 1.56% and the 10-year German Bund fell as low as minus .034% before closing at 0%.

brexit1What’s going on? On June 23rd, the United Kingdom will vote on whether to stay or leave the European Union (EU). Leaving the 28 nation block (Brexit, as it is known) wasn’t considered a real possibility just a few months ago. However, now the polls are tightening up, paving the way for the distinct possibility of a UK exit.

Even the CEO of AXA, Henri de Castries admitted an “extremely high” probability of a vote to leave. If this happens, the EU could start to unravel.
The markets don’t like uncertainty and in times like this there is a flight to safety.

We’ve seen fixed annuity rates drop recently and we expect more rate reductions in the coming days. Is it possible that we could see the US 10-year Treasury fall to 1% in the coming weeks?

The markets, and investors, have anticipated rate increases for years. Many have stayed on the sidelines delaying purchases of insurance contracts such as fixed annuities. The “cost of waiting”, in the hope that fixed rates would increase, has been enormous for many clients.

Realistically, how important are rates when clients are really concerned about safety and guarantees? Yes, interest rates remain low, and they may go lower – but fixed annuities may still be considered a true safe haven for your clients’ safe money.

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Can the DOL Lawsuit Stop a Runaway Train?

2860 Royal Hudson Steam Locomotive on Route Through British Columbia Forest at Night. Semi-Streamlined 4-6-4 Hudson Steam Locomotive - British Columbia Canada. Digitally Generated illustration. Made From Real Royal Hudson Locomotive Photography.

There continues to be a flurry of articles, emails, and webinars to discuss how the recent DOL ruling affecting Fixed Index Annuities (FIAs) sold using qualified money will impact all of our lives, livelihoods and practices. And I just can’t help but think it’s all becoming a noisy, inbox-filling waste of time. I get three emails a day projecting out the doom and gloom of the DOL rule. Everyone suggesting they can help me understand the rule. Well the rule isn’t even a rule yet!

And late last week, there was finally some new news on the matter – the filing of a lawsuit to overturn the DOL Fiduciary Rule. You may recall in a Message from the CEO in April, I closed by projecting this exact turn of events. If you haven’t heard yet, nine industry groups, led by the U.S. Chamber of Commerce filed a lawsuit in an attempt to stop the Department of Labor’s new fiduciary rule. With the Obama administration’s fast-tracking of the rule, the question becomes, can a lawsuit stop a runaway train?

For more specifics on the lawsuit I recommend this article.

Though the future of the DOL rule may be in doubt, many insurance carriers who play in the qualified plan space are already reacting by pulling product from the shelves and working on alternative product solutions. Even if the rule ultimately fails, it’s fair to assume that carriers and broker/dealers will be changing the qualified plan landscape for FIAs. At the very least, if you are registered with a broker/dealer we expect more of you to experience mandates to put these sales through their grids.

As for the future of the rule, with a major lawsuit now in play, at a minimum we are very likely looking at delayed implementation, if not complete dissolution. And if the implementation is delayed for just 6 months, a new administration with a new secretary of labor may find a way to kill or delay it further. It may not even matter who wins the election.

So maybe, just maybe, a lawsuit can stop this runaway train.

Zenith Marketing Group is tracking the DOL Rule very closely. Regardless of the outcome of the lawsuit, we are looking at options to help accommodate those of you in the FIA/qualified plan arena who will be most affected.

Stay tuned for more on this from us.

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A Disability Guide for the Life Insurance Salesperson

Your clients need disability protection. They also need your help finding the right solutions to protect their incomes and businesses.

Nearly everyone in the working population needs income protection so the market opportunity is wide open. As you get started building Disability Insurance (DI) into your business, consider:

  • Your existing expertise and natural markets
  • Industries where your friends and family work
  • Neighborhood small businesses, local college programs and area associations

pexels-photo-40120Make a list of prospects and potential clients and then work that list. The first step is simply to BRING UP the need for income protection in every client meeting.

How and when you introduce DI into the conversation depends entirely on your meeting style. There shouldn’t be a need to change anything other than adding one line to your presentation: “I firmly believe that no protection plan is complete without the inclusion of disability coverage.” If you’re not comfortable discussing the details of DI, reference the DI specialists at Zenith Marketing Group.

People protect their homes, cars, lives, and even identities with insurance. Should something as important as income be left off that list?

Before your clients will be able to answer that question, you need to make sure you are framing the conversation around the following, more specific questions:

If I became too sick or hurt to work…

  • How long could my family survive without my income?
  • Does my family have the means to cover current debts and daily living expenses, and continue to save?
  • Do I have enough income protection in place (including individual and group insurance)?

Most people don’t realize it, but the threat of becoming too sick or hurt to work is real. Yet, many don’t have income protection — or are unknowingly under insured.

Check out these resources from Principal to help you approach your clients:
Flier – “Take Action – Incorporate IDI Into Your Practice”
Video – “Income Protection – Why it’s Important”
Flier – “What are your priorities?”
Calculator – Disability Insurance Needs

Most clients simply need help understanding the need, and remember, we can assist you every step of the way – before, during and after the sale. (800) 733-0054