Don’t let your clients surrender or lapse a life insurance policy until you find out how much it’s worth!
Each year American seniors allow more than $100,000,000,000 in life insurance policies to lapse. For many, this happens because they don’t know that they have other options.
With a life settlement, policyowners can receive cash for their unwanted or unneeded policies.
The amount they receive can far exceed the surrender value.
Here are some sample emails, letters & marketing brochures you can use to generate interest with your client to start the conversation about a possible Life Settlements case.
A life settlement enables qualified life insurance policyholders to convert their life insurance coverage into cash by selling it to a state-licensed financial institution. The sale of the policy is similar to the sale of a home or car, all rights, title and future interest in the asset are legally transferred from the seller to the buyer. The buyer is then responsible for all future premium payments and owns the rights to the future death benefit.
These buyers are part of a secondary market for life insurance policies that
developed due to the limited options offered by life insurance companies for those consumers who have had changing life circumstances or who could no longer afford their premiums. Life settlements give consumers a choice, when previously only limited options existed which were dictated by the life insurance company.
Now, thanks to the Life Settlement Industry, policyholders have the choice to sell their asset for a fair market value, instead of lapsing a policy with no value received or surrendering it for an amount below fair market value. The life settlement option allows the seller of the policy to use the proceeds to help pay for long-term care needs, living expenses or anything else they desire.
Over the past decade, thousands of Americans have taken advantage of this new financial option. According to a 2010 Life Settlement Study conducted by the U.S Government Accountability Office, between 2006 – 2009 life settlements provided consumers with $5.62 Billion more cash than the comparable amount offered by the life insurance company. An average of 800% more value!
The sale of a life insurance policy to a third party was established as a legal right for consumers in 1911 based on the Supreme Court ruling in Grigsby v. Russell, 222 U.S. 149 (1911). Mr. Justice Holmes said it best, “To deny the right to sell except to persons having such an (insurable) interest is to diminish appreciably the value of the contract in the owner’s hands.” This opinion placed the ownership rights in a life insurance policy on the same legal footing as more traditional investment property such as stocks, bonds, and real estate. As with these other types of property, a life insurance policy can be transferred to another person at the discretion of the policy owner. This decision established a life insurance policy as transferable property that contains specific legal rights, including the right to:
- Name the policy beneficiary
- Change the beneficiary designation (unless subject to restrictions)
Assign the policy as collateral for a loan
- Borrow against the policy
- Sell the policy to another party
- Although this ruling established the right for life insurance consumers to sell or trade their life insurance policies, the practice did not become common until the late 1980’s with the start of the viatical settlement industry, which was the precursor to the life settlement market.
Although this ruling established the right for life insurance consumers to sell or trade their life insurance policies, the practice did not become common until the late 1980’s with the start of the viatical settlement industry, which was the precursor to the life settlement market.
General guidelines for life settlement qualification include insured’s over the age of 65 with chronic health conditions or those younger with severe or end stage health issues. Any type of policy can qualify for a settlement such as universal life, variable life, whole life, convertible term life, or even group life. The policy owner can be the insured, his/her family, a trust, a corporation, or any other entity that might hold the rights to the policy. Face values on qualified policies can range anywhere from $100,000 to more than $20 million or higher. If your’re not sure if your client qualifies , feel free to call us to discuss the eligibilty.
- The policy premiums are too costly and have become a financial burden
- The original need for the life insurance policy no longer exists (children are no longer dependents, so lapsing or surrendering the policy is under consideration)
- The beneficiary of the policy is deceased and life settlement proceeds would improve the policyholder’s financial situation
- The policyholder requires additional income to fund long-term care needs
- The policyholder wishes to make a cash donation to a charity
- A “key man” policy held is no longer necessary as the employee has left the company
- The insured is required to assign the policy to a state in order to obtain Medicaid coverage
Your insurance company may offer alternative options, such as accelerated death benefits, loans, or a cash surrender value. Before entering into a life settlement, you should contact your insurance company or agent to see what options are available to you. Larry Gordon Agency may also have access to this information by contacting your life insurance company at your request. Some alternative options may include:
- Accelerated Death Benefit – some life insurance policies include a rider that provides the policy owner with the option to accelerate a portion of the death benefit payment. This option typically requires the insured to have a certified life expectancy of less than 24 months from their attending physician. Unfortunately, very few life settlement candidates qualify for the accelerated death benefit option; this is the primary reason why the secondary market exists.
- Disability Waiver of Premium – a feature in some life insurance policies that will allow the policy to remain in force in the event the Insured becomes disabled. The carrier will reduce or eliminate the premium required as long as the Insured qualifies for this provision. Some life insurance companies will require an annual qualification form to be completed and approved, while others have set periods for recertification of disability.
Discontinuing Premium Payments – cash value policies may allow a policy owner to discontinue paying premiums if there is sufficient account value in the life insurance policy to cover the cost of insurance charged by the insurance company. This is typically only a short-term solution.
Reduction in Face Value – a life insurance company may allow the policy owner to lower the death benefit of the policy in order to decrease premium payments.
- Reduced Paid-Up Policy – if there is a significant amount of cash value in the life insurance policy, the carrier may offer a reduced death benefit and waive future premiums in exchange for the cash value.
- Policy Loan – if a life insurance policy has accumulated account value, the life insurance company may allow you to borrow against a portion of it. Policy owners may opt for this type of loan because interest rates are generally better than bank rates. The amount borrowed will be deducted from the death benefit until the loan is repaid. Interest will accrue on a monthly/quarterly/semi-annually/annually basis per the life insurance company’s contracted process. Review a copy of the policy for specific details.
- Cash Surrender Value – the sum of money a life insurance company will pay to the life insurance policy owner when the policy is voluntarily terminated before the policy’s maturity date or before the death of the insured. The cash surrender value is determined by deducting any applicable cash surrender charges from the Accumulation Value (the savings component of most permanent life insurance policies).
- Policy Lapse – the termination of a life insurance policy resulting from non-payment of premiums within the specified timeframe. Often times a policy will enter a grace period prior to lapsing, granting the policy owner the ability to reinstate the policy if all required payments are made.
Life settlements are not always the right choice. Keeping your life insurance coverage may be a better decision for your family, under the following circumstances:
- If you have a continuing need for life insurance coverage in the future
- If you or a family member can afford to pay the premiums
- If you or a family member can secure a loan to pay the premiums
The life settlement transaction itself is simple. The policy owner and insured must complete an application, which includes important transactional disclosures and authorizations. A copy of the policy under consideration for sale as well as a premium illustration and the insured’s medical records must be obtained. These documents can be requested by Larry Gordon Agency and are required in order to evaluate the policy and begin the official life settlement offer negotiation process. There are no out-of-pocket fees to receive an offer and there is absolutely no obligation to sell the policy. Here is a quick summary of the step-by-step life settlement process:
- Complete our formal application
- Our staff will then expedite the requests for the necessary documents required to prepare your case for market submission
- Your case is then submitted to our National Buyer Network
- Offers & declines are received from buyers and negotiations are conducted to maximize the offers
- A final bid is secured when the highest bidder is identified
- Policyholder accepts or declines the bid. If acceptable, the closing process begins
- Closing documents are prepared by the buyer and sent to the policyholder & insured for signatures
- Policy title, values and other pertinent information is verified
- Official transfer of ownership and beneficiary rights are completed with the life insurance company
- Funds are released from escrow to the policyholder
Buyers in the life settlement market have different investment parameters, much as mortgage lenders have different guidelines and requirements for their loans. Therefore, life settlement offers vary significantly from buyer to buyer. Larry Gordon Agency has had direct relationships with the most active buyers for over a decade and our life settlement platform provides direct access to the entire secondary market where our national network of state-licensed financial institutions compete to purchase life insurance policies. Our bidding process generates competition among these buyers and ensures that the highest offer is secured for the sale of a life insurance policy.
Factors that will contribute to the value of a life insurance policy will include:
- Insured’s Health – age & gender, current health status and family medical history; future medical prognosis; and varying opinions from independent life expectancy experts
- Life Insurance Policy – face value of the policy; future premium requirements to maintain coverage; life insurance carrier rating; claims risks due to potential application fraud or misstatements
- Investment Risks – purchasers or investors of life settlement policies take on the risks of future medical advances promoting longevity; credit risk from declines in life insurance carrier ratings; risk of cost of insurance increases by the life insurance carrier; and other typical investment risks.
A traditional life settlement transaction takes anywhere between 1 to 3 months. This timeframe is highly dependent on outside parties fulfilling our requests in a timely manner, i.e. insured’s medical records, policy statements, premium history and illustrations, etc. Larry Gordon Agency has processed hundreds of applications and has dedicated staff that specialize in securing these documents expeditiously.
Just like the sale of other personal assets, the income generated from a life settlement transaction may be taxable. Life settlement transactions typically result in a capital gain. In rare circumstances, a portion of the settlement proceeds may be treated as ordinary income. This would only occur if the policy’s cash surrender value were greater than the total cost of premiums paid into the policy. However, it is also possible that there are no federal tax consequences if the settlement proceeds are less than or equal to the adjusted basis in the policy. For further clarification, please refer to the IRS Bulletin located online at http://www.irs.gov/irb/2009-21_IRB/ar06.html
Additionally, any tax implications for capital gains realized from a life settlement transaction could be offset by tax deductions based on “the entire cost of maintenance in a nursing home or home for the aged” (sec. 1016 U.S. Master Tax Code 2008). In the case of a viatical settlement where the insured has a terminal diagnosis with a certified physician’s prognosis of 24 months or less, the proceeds may be tax-free at the federal level (see Health Insurance Portability and Accountability Act of 1996).
- There are no restrictions on the use of life settlement proceeds
- A life settlement is not a loan
- There are no requirements for re-payment
- There are no upfront fees and no credit score or income level requirements
- There is absolutely no obligation to accept a contingent offer