separate yourself from the competition for agent use only. not for public distribution. © 2010 ing...

Separate yourself from the competition

For agent use only. Not for public distribution. © 2010 ING North America Insurance Corporation. cn66127092012

John Ross, CLU, ChFCVice President, ING Life Sales

From Davis Life and ING

John Ross CLU, ChFC

Life Sales Vice President

ING

Important Disclosures

•These materials are not intended to and cannot be used to avoid tax penalties and they were prepared to

support the promotion or marketing of the matters addressed in this document. Each taxpayer should seek

advice from an independent tax advisor.

•Neither ING or its affiliated companies or representatives offer legal or tax advice. Consult with your tax and

legal advisors regarding your individual situation.

•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 ING America Equities, Inc. Within the state of

New York, only ReliaStar Life Insurance Company of New York is admitted and it's products issued. All are

members of the ING 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.

•Before investing, your clients should carefully consider their need for life insurance coverage and the

charges and expenses of the variable universal life insurance policy. They should also consider the

investment objectives, risks, fees and charges of each underlying variable investment option. This and

other information is contained in the prospectuses for the variable universal life insurance policy and

the underlying variable investment options. Clients may obtain these prospectuses from you, by calling

877-253-5050, or from www.ing.com/us and should read them carefully before investing.


•Variable insurance products are offered by prospectus only. To solicit variable insurance products you must

maintain a variable insurance license and be a registered representative of a broker-dealer that has a current

selling agreement with the issuing company. Variable insurance products are subject to investment risk, are not

guaranteed and will fluctuate in value. In addition, there is no guarantee that any variable investment option will

meet its stated objective.

•ING Guaranteed Death Benefit Universal Life II (ING GDBUL II), policy form series #1174, and ING Death

Benefit Guaranteed Universal Life policy form series 1172 (guaranteed issue only) may vary by state and may

not be available in all states, are issued by Security Life of Denver Insurance Company, a member of the ING

family of companies. Not available in New York.

•ING Guaranteed Death Benefit Universal Life II NY (ING GDBULII NY), policy form series #3000, not available

outside of New York, is issued by ReliaStar Life Insurance Company of New York (Woodbury, NY), a member of

the ING family of companies. Within the state of New York, only ReliaStar Life Insurance Company of New York

is admitted and its products issued.


Important Disclosures

Spread sheeting vs. Creativity

By Going

One Step Further!!!!

Where the competition finishes,You are just getting started!


• 40 M PNS looking for $3mm DB guaranteed to age 100

• According to the spreadsheets ING was in the top 3,

• How did ING win the case?

Sometimes 2 products are better than 1…



GDBUL II only Combo sale basics Combo sale summary

Return of premium + $15,400



So what did we accomplish?

• Saved the client roughly $1000 per year• Greater cash values • Additional death benefit up to age 70 • Additional protection in case of future health changes &/or capacity

need (via conversion)• GDBULII ATR increases are commissionable to the producer


It doesn’t matter what I think…but

What happens if the client is also looking for cash?

• By using the same premium structure for the first 30 years and switching products the potential results are worth looking at…

• Let’s take a look at our combo sale with Termsmart 30 & our IUL Global Index product using 100% historical percentile

Sometimes 2 products are better than 1…


Combo sale basics Combo sale summary

End of IUL Global guaranteed DB


Client stops paying premiums


So what did we accomplish?

• Saved the client the same $1000 a year for 30 years• Have more cash value (assuming 100th percentile)• Still have the same conversion option if they get sick or need the

additional coverage• Potentially stop paying premiums at the end of the years saving the

16,000 years 31+• Have significant cash value later in life instead of the limited amount

in a GDBUL type product• Future compensation via Asset based trail commission


ING Life Companies’ Adjustable Term Insurance Rider (ATR)

• Available on most Security Life of Denver Insurance Company Products• ATR is fully underwritten at issue

• Medically • Underwriting requirements based on highest DB in all years

• Financially• Highest possible DB

• There is no cost for the rider until executed• ATR can be scheduled for a future date

• Maximum issue age is 75 for ING GDBUL II (same as base policy for other products where ATR is available)

• ING GDBUL II maximum age for scheduled increases is the later of age 75 or five years from policy date


• Maximum incremental increase allowed is the lesser of two times amount of the most recent previous increase or 25% of the initial stated death benefit for ING GDBUL II ( lesser of two times amount of the most recent previous increase or 25% of the initial target death benefit for other products where ATR is available)

• Amount of ATR capped at 2 times the initial stated death benefit for ING Guaranteed Death Benefit UL II (ING GDBULII), not to exceed $10 million.

• Amount of ATR capped at 4 times the initial target death benefit for other products where ATR is available (not to exceed $20 million).

• Generates new target premium on ING GDBUL II


ING Life Companies’ Adjustable Term Insurance Rider (ATR)

The 1035 dilemma

By Going




Recent win with ATR!

1. 45 Male PNS needed 6mm of Guaranteed DB to age 95

2. They didn’t want to pay any additional premiums

3. Best case was a guarantee to age 84


The 1035 dilemma


The 1035 dilemma


Guaranteed DB grew to 6mm @ age 69 and maintained thru age 96

The 1035 dilemma

Policy Review

By Going




Maximize commissions on 1035 w/ Loans

•Available on all Security Life of Denver Products (UL, VUL, IUL,SUL & SVUL)•Loan to Value ratios are not capped•Full Commission on 1035 (including loan)•Loan Rescue illustrations on Accumulation products

Did I mention full compensation?


Estate Tax Uncertainty Solution

By Going




Who can tell me what’s going to happen with estate taxes?

• Revert back to 2001 rates: $1 million @ 55 percent?

• $3.5 million @ 45 percent?

• $5 million @ 35%?

THE ATR rider just might help your clients…



•Underwrite TODAY to lock in health status

•Schedule ATR Increases to cover potential increase in Estate Tax Liability

•Client can accept increases EVEN IF ESTATE TAXES DO NOT GO UP!

•Client can choose NOT to accept increases



A prospecting idea for your producers

By Going




CD Maximization


CD Maximization

Case Details: 1. Client owns $300,000 CD currently earning 2.5% annually

2. Male age 65 : Standard Non-Smoker in good health

3. Combined marginal income tax bracket is 35%

4. Current CD is used for income and would like their grandchildren to inherit the CD



CD Maximization

Lesson Before We Go

Don’t believe everything you see just because it is in a brochure or a power point.

What you see, hear and think can often be influenced by the very fact that you are in a crowd.

…..an example of ‘Group Think’


The Power of the Mind

Some Rules Before The Experiment in Group Thinking

• Set down any paper or writing instruments you have in front of you

• Don’t talk to anyone else during this experiment• Don’t write anything down during this experiment• Listen to my voice and follow my instructions


•Concentrate on your Card silently

•Focus your mind only on the Card that you selected

•I will remove one card and put 5 cards back up in front of you

•If your card has been removed, raise your hand and shout YES

•Get Ready….here they come…….



Have I removed your Card?


Don’t let ‘Group Think’ get the best of you. Think for yourselves!

Let ING help you compete in the REAL world!



separate yourself from the competition for agent use only. not for public distribution. © 2010 ing...

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