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The Life Insurance Capacity Calculator A powerful sales tool Do not put content on the brand signature area For agent use only. Not for public distribution.

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Presentation on theme: "The Life Insurance Capacity Calculator A powerful sales tool Do not put content on the brand signature area For agent use only. Not for public distribution."— Presentation transcript:

1 The Life Insurance Capacity Calculator A powerful sales tool Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN

2 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN  The Voya™ Life Companies and their agents and representatives do not give tax or legal advice. This information is general in nature and not comprehensive, the applicable laws change frequently, and the strategies suggested may not be suitable for everyone. You should seek advice from your tax and legal advisors regarding your individual situation.  These materials are not intended to be used to avoid tax penalties, and were prepared to support the promotion or marketing of the matter addressed in this document. The taxpayer should seek advice from an independent tax advisor.  Life insurance products are issued by ReliaStar Life Insurance Company (Minneapolis, MN), ReliaStar Life Insurance Company of New York (Woodbury, NY) and Security Life of Denver Insurance Company (Denver, CO). Variable universal life insurance products are distributed by Voya America Equities, Inc. Within the state of New York, only ReliaStar Life Insurance Company of New York is admitted and its products issued. All are members of the Voya™ family of companies.  All guarantees are based on the financial strength and claims paying ability of the issuing insurance company who is solely responsible for all obligations under its policies. Disclosures

3 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN Voya Life Companies was the first to develop it! The Life Insurance Capacity (LIC) Calculator is a valuable planning tool!

4 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN It’s a tool in Voya Presents designed to: Help increase life Insurance sales & reduce financial underwriting problems

5 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN How can it increase sales? Many people take a “minimalist” approach to life insurance  Consider life insurance an “expense”  Elect minimal coverage and pay minimal premium The LIC Calculator provides a different perspective

6 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN The LIC Calculator seeks to change the life insurance conversation  Life insurance is an asset, not an expense; it can be just as valuable as financial assets and should be carefully managed  Potentially delivers thousands of dollars of death benefits income tax free*  The LIC Calculator looks at life insurance protection from the insurance company’s perspective  It offers a five step process for managing Insurability * Life Insurance death benefits are generally income tax free under IRC Section 101

7 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN What does the LIC Calculator do? Uses Voya Life Companies’ Underwriting Guidelines to estimate:  Life Insurance Capacity (total insurability)  Insurability Reserve (Capacity not currently in force)

8 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN The LIC Calculator only considers financial information  It’s not an offer of coverage  An applicant must still provide proof of good health and verify financial information if requested before a policy can be issued What does the LIC Calculator do?

9 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN How does the LIC Calculator work? Estimates total coverage available by applying Voya Life Companies’ Underwriting Guidelines to two categories of needs:  Personal insurance needs  Business insurance needs

10 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN How does the LIC Calculator work? Personal insurance needs  Earned income  Estate liquidity  Charitable giving

11 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN How does the LIC Calculator work? Business insurance needs*  Key Executive Coverage  Business Succession/Buy-sell  Business Debt Repayment (5 year minimum) *Unused coverage available for one of these uses can’t be carried over into a different area

12 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN The LIC Calculator in action: The Robert Brown case  Age 50  $100,000 annual salary  $1,500,000 net worth  $30,000 average annual charitable gift over last three years  $500,000 in force  Business owner  $100,000 annual salary  $500,000 value of business interest and long term debt (over 5 years) is $125,000  $500,000 in force

13 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN Where do you find the LIC Calculator?

14 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN The LIC Calculator input screen

15 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN The LIC Calculator Report

16 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN What about Brown’s business? Will that change his Insurability Reserve?

17 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN The input screen

18 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN The business input screen

19 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN The LIC Combined Report

20 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN The Business Report Section

21 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN Stage 1 – Sell the LIC Report “Would you find it interesting to see how a life insurance company looks at your insurability?”

22 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN Stage 2 – Selling from the LIC Report “Does it make financial sense for you to use some of your insurability to provide more protection for your family/business?

23 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN Stage 3 – Selling from the LIC Report “Is there a reason you wouldn’t want to use some of your Insurability Reserve?”

24 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN Often the problem is the premium You have the option of explaining alternative ways to pay premiums

25 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN Discussing premium payment strategies Policy / Trust Owned Life Insurance (TOLI) Review Executive Benefits Purchase coverage inside a qualified retirement plan Premium Financing (for appropriate clients)

26 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN Consumer theme—The Three “Rights” The Right amount of coverage, at The Right time, for The Right cost

27 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN Life Insurance Capacity (LIC) Calculator Available Sales Material Producer Guide # Consumer Flyer # Consumer Fact Finder # Consumer Postcard # Producer Postcard # Available for Personalization on the Voya PromoCenter

28 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN The Producer Guide

29 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN The Consumer Flyer

30 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN The Consumer Fact Finder

31 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN How to introduce the LIC Calculator “Have you had a chance to see Voya Life Companies’ Calculator?” “It’s really neat; you’ve probably never seen anything like it before; if you’ve got two minutes, I’ll show you how it works.”

32 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN Reducing underwriting problems Voya Life Companies Underwriting helped build the LIC Calculator Agent can see how Voya Life Companies’ Underwriting Guidelines are applied to this prospect. Agent can attach the LIC Report to the cover letter to justify the amount of coverage on application.

33 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN Reducing underwriting problems Agent can run the report for him/herself; doesn’t have to show it to the prospect. Agent can see in advance if there’s a potential problem and decide how to handle it.

34 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN Summary The LIC Calculator is a simple, powerful sales tool. It offers a new approach to talking about life insurance. People seldom object to owning life insurance; they just object to paying for it. The LIC Calculator moves the discussion past the amount of coverage to premium payment strategies.

35 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN Summary Test drive the LIC Calculator yourself; print off your own personal report. Few people have too much life insurance coverage; how often do beneficiaries complain about receiving too much in death benefits? The LIC Calculator should help you sell more coverage and reduce financial underwriting problems.

36 Do not put content on the brand signature area For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN Questions?


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