The implementation of AG 49A has increased the initial attractiveness of VUL products offering IUL sub-account options. VUL is not subject to AG 49A; hence, it permits the carrier to maintain these IUL strategies within the VUL chassis free from actuarial guideline constraint. As the leading broker-dealer for VUL, we have taken a keen interest in this space and its developments. However exciting it may be, we need to first issue a pressing warning to all point-of-sale and wholesale professionals along with the BGA community. Every great offer you hear generally comes with a “restrictions apply” message, and this is no different. 

It is important to remember that any time you have exposure or investment in the carrier’s general account, several aspects can be subject to change. That is with almost any parameter in the life insurance contract such as COI, charges, riders, cap-rates, participation rates, persistency bonuses, etc. Carriers are under a substantial amount of stress with the current environment pertaining to their general accounts. We must remember this also applies to the fixed account sub-account options along with any IUL sub-account option within a VUL product. 

I have two separate, very specific warnings to give. The first being that if this is a guaranteed no-lapse VUL product, these IUL sub-account options should not be considered and certainly not recommended at time of sale. This would be a Lincoln VUL ONE, Prudential VUL Protector, AIG Platinum Choice VUL II, or Securian VUL Defender type of lifetime no-lapse design (minimum premium for maximum death benefit). The customer is assuming substantial cost for the no-lapse guarantees already with these products, and it takes care of the downside risk of the cash value. It makes no logical sense to utilize the IUL sub-accounts until or unless the customer decides to take income to limit sequence of return risk on withdrawals in the later years of the policy. That would be the only instance. If the customer is insistent on utilizing an IUL sub-account, reference the below.

The second warning applies to the accumulation product design and sale. The name of the game here is disclosure. As the trusted insurance professional, you absolutely must inform the writing agent, along with the customer if given the opportunity, that investment within these IUL styles of accounts come with restrictions from the carrier that can be altered at any time. First being that you will be locked into the strategy for at least one year in most cases, which is the length of most “segment maturities” for the strategies with no option to exit prior. The second being that you may be subject to restrictions on withdrawal even after the segment matures. For instance, with one carrier’s IUL sub-account option, a customer is restricted to 25% per year transfer out of the account, meaning that it will take a total of four years to fully exit the strategy. As the insurance professional, it is up to you to become familiar with the restrictions of the product you are marketing and to disclose that to the writing agent and customer. 

To summarize, for no-lapse guaranteed VUL sales, these IUL sub-account options should not be considered at time of sale. For accumulation sales, you need to become familiar with the applicable restrictions on the product you are marketing and disclose those restrictions. This is for all our protection, and as we say at The Leaders Group, “Doing the Right Thing is Always the Right Thing^TM.” And this is certainly the right thing to do. 

Contact Charles Arnold at The Leaders Group for more information.

Managing wealth—what once seemed like a straightforward proposition—has grown ever more complex. Goals that were clear and within reach now appear muddled and distant. Each investor has unique life goals, requiring your financial advice and the right investment solutions to help them achieve those goals. The SEI American Funds® Strategies give you additional options as you chart the course toward a client’s financial future with portfolios that seek to deliver outcome-oriented results.  

SEI is offering six strategies built with American Funds® by Capital Group® to provide greater flexibility to empower you to help your clients meet investment goals. 

SEI American Funds Strategies:

• Are designed, constructed and maintained by SEI’s Investment Management Unit¹ based upon the company’s asset allocation philosophy. 
• Are built with a core of American Funds by Capital Group using its low-cost, F3 share class.
• Support a goals-based wealth management approach and align with growth-, stability- and income-focused goals. 
• Benefit from the safety and security of assets being held within SEI Private Trust Company. 

The SEI American Funds Strategies span a broad risk-return spectrum, allowing investors to seek different targeted levels of returns commensurate with different targeted levels of risk and apply a strategic asset allocation that is based upon long-term capital market assumptions. Making use of a full complement of American Funds built by SEI Investments Management Corporation, the strategies seek to provide a high level of diversification across a variety of asset classes. Although the strategies generally select from the American Funds, money market fund allocations within the portfolio may be allocated to one or more mutual funds from SEI’s family of mutual funds.

If you would like to talk in more detail about these strategies, please call the SEI sales desk at 888.734.2679.  Also, I have attached a link below to the SEI website where you can learn more about the solution.

---

Contact Micah Hesting for more information:
Relationships/Business Development Strategist
Ext. 113
micah@leadersgroup.net

Can losses in your client’s account be a good thing for their overall account balance? The answer may surprise you. Equitable’s Structured Capital Strategies Plus contract not only covers losses in your client’s account, it will cover the losses, and then credit the amount of the loss to your client’s account balance. 

Sounds good, but what does it cost? Nothing. 

Here is how it works: 

Like many other variable index annuity contracts, there is an investment term, indexes you can invest in, a buffer against losses, and a cap, all for no fees to the client. Where this product is different is not only does this contract provide a buffer, it also credits losses up to 20% back into the client’s account. For example, if the client invested $100,000 into the six-year term contract with the 20% buffer against losses option and at the end of the term the account value had dropped by 20%, the value of the account would be $120,000. This is because Equitable would be responsible for covering the first 20% of losses in the account because of the 20% buffer option selected, and then they would credit the amount of the loss back into the client’s account.

Please see the hypothetical illustration below. This hypothetical illustrates 4 different scenarios of how the 6-year 20% dual direction segment (they also offer 10% and 15% dual direction segment options with higher caps) would work assuming a $100,000 investment.  These are not the actual cap rates of the 20% segment option (current cap is 45%), it is just an example to illustrate how this contract will work in different situations. 

To learn more about the Structured Capital Strategies Plus contract, please give me a call or you can contact the Equitable sales desk at 888.517.9900.

---

Contact Micah Hesting for more information:
Relationships/Business Development Strategist
Ext. 113
micah@leadersgroup.net

It has nearly been one full year of Mutual of Omaha’s 401(k) BGA program in partnership with The Leaders Group. Bob Woods, who serves as the National Sales Director for Mutual of Omaha, has successfully onboarded five of our Leaders Group BGAs with some early success. This program has shown promise for BGAs with downlines containing P&C agencies and agents focused on business market and retirement planning opportunities. 

Mutual of Omaha has a fantastic 401(k) platform with impressive retention rates, focused on delivering great customer service to plan sponsors and participants. For 2021, it is a nice way for BGAs to diversify their distribution and potential revenue drivers.

For more information about the program, please reach out to Bob Woods, listed below. Beth Bryant at The Leaders Group also is available to assist and runs The Leaders Group’s carrier partner relationships. Bob and the team at Mutual of Omaha will be releasing some sales success stories in the coming months that we will share with our BGA community to better quantify the economic opportunity. 

---

Bob Woods, AIF
National Sales Director 401(k)
Mutual of Omaha Retirement Services
Phone: 857-939-0489
bob.woods@mutualofomaha.com
www.getretirementright.com

Beth Bryant
Senior Specialist/Partner Relationships
Office: 303.797.9080 x1200
Direct: 720.726.3040
beth@leadersgroup.net