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Providing Clients the Control & Flexibility They Need

Providing Clients the Control & Flexibility They Need . Mark Stueven National Sales Director. CRB 174 0713. Consumer Concerns. Healthcare Costs Financial Security Assets Illness Long Term Care . Consumer Are Looking For…. Flexibility. Control. What Makes Them Feel Out of Control?.

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Providing Clients the Control & Flexibility They Need

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  1. Providing Clients the Control & Flexibility They Need Mark StuevenNational Sales Director CRB 174 0713

  2. Consumer Concerns • Healthcare Costs • Financial Security • Assets • Illness • Long Term Care

  3. Consumer Are Looking For… Flexibility Control

  4. What Makes Them Feel Out of Control? • 27% of Affluent Americans support either an adult child or a parent. • 35% worry about having to care for a parent in their later years. • The “oldest old” >85 will triple over the next 50 years. How to address these? Source: Affluent Insights Survey, Merrill Lynch, September 2012 United States Census Bureau, December 2012

  5. How Can They Get Back in Control? Living Care

  6. Transamerica Living Care Solutions • Term with Living Benefits • Rising healthcare costs • Temporary need for life insurance • Economical • Guaranteed premiums for term of contract • Simplified underwriting available • GUL with LTC rider • Rising healthcare costs • Permanent need for life insurance • Leave a legacy • Guaranteed premiums TransACE with LTC Rider Trendsetter LB

  7. Why Living Care? Every 34 sec.=1 heart attack1 Every 40 sec. = 1 stroke2 Every 30 sec. = A new cancer is diagnosed3 Nearly a quarter of people in their 40’s have at least one chronic illness.4 1”About Heart Attacks” American Heart Association. 12 June 2011. http://www.heart.org/HEARTORG/Conditions/HeartAttack/AboutHeartAttacks/About-Heart-Attacks_UCM_002038_Article.jsp (24 April 2012). 2”Impact of Stoke” American Stoke Association. 18 April 2012. http://www.strokeassociation.org/STROKEORG/AboutStroke/Impact-of-Stroke_UCM_310728_Article.jsp (24 April 2012). 3”Cancer Facts & the War on Cancer” National Cancer Institute. 2012. http://training.seer.cancer.gov/disease/war/ (24 April 2012). 4Saad, Lydia, Gallup. Chronic Illness Rates Swell in Middle Age, Taper Off after 75. April 29, 2011.

  8. The Financial Impact of Illness 1Shaw LJ, Merz CNB, Pepine CJ, et al. The Economic Burden of Angina in Women With Suspected Ischemic Heart Disease: Results From the National Institutes of Health National Heart, Lung, and Blood Institute-Sponsored Women's Ischemia Syndrome Evaluation. Circulation. August 29, 2006 2006;114(9):894-904. 2http://www.businessweek.com/bwdaily/dnflash/content/jun2009/db2009064_666715.htm 3“National Survey of Households Affected by Cancer” The USA Today/Kaiser Family Foundation/Harvard School of Public Health, November 2006. http://www.kff.org/kaiserpolls/upload/7591.pdf (13 April 2012). 4http://www.lifehealthpro.com/2013/04/04/study-dementia-tops-cancer-heart-disease-in-cost The cost of severe heart attack – including direct and indirect costs – is about $1 million.1 60% of all bankruptcies are due to medical issues. Of those that file for bankruptcy, nearly 80% of had health insurance.2 One in twelve people with cancer delayed or turned down recommended care because of cost.3 Alzheimer’s is the most expensive problem in the U.S., costing families and society $157 billion to $215 billion a year.4

  9. Why Accelerate Benefits? Access to cash when clients need it most Health insurance coverage limits Experimental treatment needs Accommodation needs (wheelchair/ramp, home modifications, home care/hospice, artificial appendages) Protect retirement savings Income replacement Help avoid financial hardship due to medical expenses

  10. Access to cash, from a life insurance policy, for expenses related to chronic, critical or terminal illnesses, while the insured is alive. Living Benefits *Benefits are based on an insured incurring a chronic, critical or terminal illness as defined in the policy. Refer to the policy contract for complete requirements.

  11. Transamerica’s Trendsetter® LB 1Note: Subject to state availability. Some ADBs are not available in some states. Trendsetter LB has Living Benefits: Critical, Chronic and Terminal illness ADBs are embedded in the product1 • 10, 15, 20, 25 and 30 year initial level premium periods • Non-med underwriting for coverage amounts between $25K to $249,999 • Fully underwritten options up to $999,999 • Monthly Disability Income Rider • Age last birthday issue ages

  12. Minimal Price Difference Monthly Premium Differential Chronic ADB Terminal ADB Critical ADB • Death Benefit • Death Benefit • $6.13 • $69.56 • $75.69 Term w/o LB Trendsetter LB Male, age 40; 30-yr, $500,000 DB; Pref N/S

  13. Minimal Price Difference Monthly Premium Differential Chronic ADB Terminal ADB Critical ADB • Death Benefit • Death Benefit • $9.98 • $97.91 • $107.89 Term w/o LB Trendsetter LB Male, age 50; 20-yr, $300,000 DB; Standard N/S

  14. Living Benefits = Accelerated Death Benefits • Inherent in all policies and risk classes up to max issue age of base product • No additional upfront costs (administrative charge assessed at time of each claim) • Maximum lifetime amount an insured may accelerate is $500,000 for all three ADB options and for all policies issued • No additional underwriting for living benefits

  15. Dale, 40, Standard Non-smoker Has a $200K, 30-year Trendsetter LB policy issued in 2013 Dale suffers a serious heart attack at age 45 Dale’s life expectancy is estimated to be 10.5 years by the company, and he elects to accelerate 90% of his death benefit Critical Illness ADB Example For producer use only. Not for distribution to the public.

  16. Critical Illness ADB Example Premiums paid by Yr 5= $4,274 Cash received from Living Benefits = $115,418 Death benefit remaining for the family = $20,000 *Benefits provided through the Living Benefits, including the critical, chronic and terminal illness accelerated death benefit riders, are subject to certain limitations and exclusions. Amounts payable under the benefits vary based in part on the nature and severity of the Insured's health condition and the Insured's remaining life expectancy at the time of the acceleration. Refer to the rider for complete details. For producer use only. Not for distribution to the public.

  17. Important Things to Remember • Key messages • Life insurance for the living • Access to cash in times of need • Minimal price difference • Talk to new markets • Younger families

  18. Transamerica Living Care Solutions • Term with Living Benefits • Rising healthcare costs • Temporary need for life insurance • Economical • Guaranteed premiums for term of contract • Simplified underwriting available • GUL with LTC rider • Rising healthcare costs • Permanent need for life insurance • Leave a legacy • Guaranteed premiums TransACE with LTC Rider Trendsetter LB

  19. Helps offset expenses incurred for long term care of the insured Accelerates base policy death benefit for qualified LTC expenses If LTC benefits are exhausted, beneficiaries can still receive a residual death benefit Guaranteed level LTC Rider charges for the life of the policy. Charges will be waived while LTC benefits are being received* Long Term Care Rider Overview *All other policy Monthly Deductions continue

  20. TransACE® with LTC Rider Details Benefit Type: Indemnity Style (proof of care required) Minimum/Maximum Face Amounts: $25,000/$1,000,000 • LTC Specified Amount must equal base policy face amount Death Benefit Option: Level Death Benefit only Issue Ages: 18 – 80 (age nearest) Underwriting:Base policy must be rated Table D or less. LTC Rider is separately underwritten Rider:LTC rider can be added in conjunction with all other riders and endorsements. Rider only available at policy issue

  21. TransACE® with LTC Rider Scenario Gary, age 45 • Planning for retirement • Married with two teenage children Concerns • Wants to provide kids with financial security, but is unsure of the amount • He wants to provide for his own LTC coverage (just in case) • Wants flexibility to reevaluate needs in the future Add Photo

  22. TransACE® with LTC Rider Scenario Benefits • Guaranteed death benefit 1 • Long term care protection 2 • Flexibility 3

  23. TransACE® with LTC Rider Scenario:Guaranteed Death Benefit $500,000 Total Benefit Gary $500K w/ LTC TransACE®policy at $500K face amount with LTC Rider. Beneficiaries Children

  24. TransACE® with LTC Rider Scenario:Long Term Care Protection Long Term Care Benefits TransACE®with LTC Rider Gary Long Term Care Protection Throughout his Lifetime

  25. MultiFlex Surrender Endorsement (MSE) Client would receive the lesser of 100% of gross premiums paid OR 33% of lowest face amount 15th Anniversary 20th Anniversary 25th Anniversary Surrender value will be the lesser of 100% of gross premiums paid less any refunds, partial surrenders, and outstanding policy loans or 33% of the lowest face amount less any outstanding loans and any partial surrenders during the 60-day period following the 15th or 20th policy anniversary, or at any time on or after the 25th policy anniversary. Subject to minimum funding requirements.

  26. MSE Advantages Advantages • Flexibility to fully surrender the policy in applicable years for an enhanced surrender value • Built-in options to adapt to policy owners’ changing needs • No additional cost to the policy owner

  27. TransACE® with LTC Rider Scenario:Flexibility MultiFlex Surrender Endorsement $ 94,640 TransACE®with LTC Rider Gary 25th Policy Anniversary$ 118,300 Flexibility *Enhanced surrender value is the lesser of 100% of gross premiums less any refunds, partial surrenders, and policy loans, or 33% of the lowest face amount minus policy loans and any partial surrenders that did not reduce the face amount. Minimum funding requirements must be met. At Retirement - age 65 (year 20)

  28. Important Things to Remember • Key messages • Guaranteed death benefit • Long term care protection • Flexibility • Talk to new markets • Individuals approaching retirement or retired • Single individuals/living alone

  29. Providing Clients Control & Flexibility • Trendsetter LB • Life insurance for the living • Access to cash in times of need • Minimal price difference • TransACE with LTC Rider • Permanent coverage • Guaranteed premiums • Flexibility to reevaluate needs in the future Living Care

  30. Thank you for joining us!

  31. Trendsetter® Super Series (Policy Form Nos. 1-322 11-107, 1-306 11-107, 1-305 11-107, 1-304 11-107, 1-303 11-107, and 1-334 11-107), and Trendsetter® LB (Policy Form No. TL19) are term life insurance policies issued by Transamerica Life Insurance Company, Cedar Rapids IA 52499. Premiums increase annually for YRT and beginning in year 11 for the 10-year policy, in year 16 for the 15-year policy, in year 21 for the 20-year policy, in year 26 for the 25-year policy, and in year 31 for the 30-year policy. Policy forms and numbers may vary, and these policies may not be available in all jurisdictions. Insurance eligibility and premiums are subject to underwriting. TransACE® is a nonparticipating, flexible-premium universal life insurance policy issued by Transamerica Life Insurance Company, Cedar Rapids, IA 52499. Policy Form No. ICC12 UL07 or UL07 (CVAT). Policy form and number may vary and this policy may not be available in all jurisdictions. This material was not intended or written to be used, and cannot be used, to avoid penalties imposed under the Internal Revenue Code. This material was written to support the promotion or marketing of the products, services, and/or concepts addressed in this material. Anyone to whom this material is promoted, marketed, or recommended should consult with and rely solely on their own independent advisors regarding their particular situation and the concepts presented here. Transamerica Life Insurance Company (Transamerica) and its representatives do not give tax or legal advice. This material is provided for informational purposes only and should not be construed as tax or legal advice. Clients and other interested parties must be urged to consult with and rely solely upon their own independent advisors regarding their particular situation and the concepts presented here. Discussions of the various planning strategies and issues are based on our understanding of the applicable federal tax laws in effect at the time of presentation. However, tax laws are subject to interpretation and change, and there is no guarantee that the relevant tax authorities will accept Transamerica’s interpretations. Additionally, this material does not consider the impact of applicable state laws upon clients and prospects. Although care is taken in preparing this material and presenting it accurately, Transamerica disclaims any express or implied warranty as to the accuracy of any material contained herein and any liability with respect to it. This information is current as of June 2013. CRB 174 0713

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