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

The Life Insurance Capacity Calculator

A powerful sales tool

For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN68525012015


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


Voya Life Companies was the first to develop it!

The Life Insurance Capacity (LIC) Calculator is a valuable planning tool!


It’s a tool in Voya Presents designed to:

Help increase life Insurance sales &reduce financial underwriting problems


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


The LIC Calculator seeks to changethe 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


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)


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?


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



Personal insurance needs

Earned income

Estate liquidity

Charitable giving



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


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


Where do you find the LIC Calculator?


The LIC Calculator input screen


The LIC Calculator Report


What about Brown’s business?

Will that change his Insurability Reserve?


The input screen


The business input screen


The LIC Combined Report


The Business Report Section


Stage 1 – Sell the LIC Report

“Would you find it interesting to see how a life insurance company looks at your insurability?”


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?


Stage 3 – Selling from the LIC Report

“Is there a reason you wouldn’t want to use some of your Insurability Reserve?”


Often the problem is the premium

You have the option of explaining alternative ways to pay premiums


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)


Consumer theme—The Three “Rights”

The Right amount of coverage, at

The Right time, for

The Right cost


Life Insurance Capacity (LIC) Calculator

Available Sales MaterialProducer Guide #155534

Consumer Flyer #155389

Consumer Fact Finder #155421

Consumer Postcard #155390

Producer Postcard #155391

Available for Personalization on the Voya PromoCenter


The Producer Guide


The Consumer Flyer


The Consumer Fact Finder


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.”


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.


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.


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.


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.


Questions?

Documents

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