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1
Annuity Maximization
A strategy to leave more to your heirs at death
2
DisclosuresThese disclosures apply to this presentation in its entirety
• Custom GrowthCV is issued on policy form series LS166; Custom Guarantee is issued on policy form series LS163A, Premium Guarantee Rider is issued on form series LR452; Accelerated Benefit Endorsement is issued on form series LR352A, Chronic Illness Accelerated Benefit Rider (In Minnesota, Accelerated Benefit Rider for Continuous Confinement) is issued on form series LR450A, or state variation by North American Company for Life and Health Insurance, Executive Office: Chicago, IL 60607. Products, features or riders, endorsements or issues ages may not be available in all jurisdictions. Limitations or restrictions may apply.•If the policyowner terminates the No Lapse Guarantee period, significantly higher premiums may be necessary to keep the policy in force. Paying a premium that is equal to, but not greater than, the No Lapse Guarantee Premium will keep the policy in force during the No Lapse Guarantee Period but may result in a negative or zero policy fund. By paying only the premium required to satisfy the no-lapse guarantee, the policyowner may be forgoing the advantage of building significant cash value.•North American nor its agent give legal or tax advice. Please advise your customers to consult with and rely on a qualified legal or tax advisor before entering into or paying additional premiums with respect to such arrangements.•In some situations loans and withdrawals may be subject to federal taxes. North American does not give tax or legal advice. Clients should be instructed to consult with and rely on their own tax advisor or attorney for advice on their specific situation.•Snapshots from Illustrations are for example purposes only and do not represent the full Illustrations.
3
Scenario
• Many clients don’t plan to spend down all their assets
• Leaving money to heirs is a common goal
• A great deal of assets are currently held in annuities
4
Annuities at death
• Subject to income taxes
• Subject to estate taxes
Diminished amount passed to client’s heirs
5
Considerations
Annuity• Income & Estate
Taxable at death• RMDs at 70 ½ for
qualified funds
Life Insurance• Income Tax free at
death*• ILIT or outside
ownership avoids estate tax
• No RMDs
6
Annuity Maximization
Leverage assets currently in an annuity policy into a greater benefit for heirs at
death using life insurance.
7
Some Considerations
• Taxes
• Moving Funds
• Irrevocable Life Insurance Trust (ILIT)
• Client objective
8
Taxes
• Income Tax (Federal and State)
• Estate Tax (Federal and State)
Client may have personal opinion as to the future of income and estate tax rates
9
Moving funds
• Lump sum• Free withdrawals• Annuitize
– Lifetime
– Short
Implications:
Taxes, Surrender Charges, Insurance performance
10
Irrevocable Life Insurance Trust (ILIT)?
• Estate Tax Planning
• Control
• Funding– Annual gift exemption ($13,000 in 2009)
– Lifetime gift credit
OR could own by children/grandchildren
11
Two types of clients
1. Death benefit objective to estate building• Estate Taxable
• Non-estate taxable
2. Access to cash value a primary goal
12
Client Type 1 – Death Benefit ObjectiveEstate Taxable
• Irrevocable Life Insurance Trust (ILIT)– Gifting limit
– Lifetime exclusion
• Custom Guarantee– Maximizing guaranteed death benefit to heirs
13
Case StudyMr. Big Estate
• $250,000 annuity ($125,00 basis)
• Significant estate size
• Top tax bracket
• No need of funds
Goal: Maximize estate size for heirs
14
Case StudyMr. Big Estate
• Policy owned by ILIT• Funding options (net after 30% combined fed & state tax)
– Lifetime SPIA: $16,111/yr– 10-pay SPIA: $24,931/yr– Lump sum: $212,500
• Guaranteed death benefit purchased:– Lifetime SPIA = $654,151– 10-pay SPIA = $572,743– Lump Sum = $637,473
Age 65 Male, Standard rate class, Guaranteed DB to age 100
15
Case StudyMr. Big Estate
Selected Solution is Lifetime SPIA
• $16,111/yr after taxes
• $13,000/yr used of annual gift exemption– Balance of $3,111/yr lifetime gift exclusion
– Future gifting limits indexed for inflation
• Death Benefit of $654,151
Age 65 Male, Standard rate class, Guaranteed DB to age 100
16Partial illustration shown. Age 65 Male, Standard rate class, Guaranteed DB to age 100
Maximum guaranteed coverage
The information presented is hypothetical and not intended to project investment results. Illustration is not complete unless all pages are included.
17Assumes income tax rate of 30% and estate tax rate of 45%. Annuity rate 5%
Annuity versus Custom Guarantee
$-
$100,000.00
$200,000.00
$300,000.00
$400,000.00
$500,000.00
$600,000.00
$700,000.00
$800,000.00
$900,000.00
$1,000,000.00
1 3 5 7 9 11 13 15 17 19 21 23 25 27 29 31 33 35
Annuity after tax
Annuity after income and estate tax
Custom Guarantee death benefitafter estate tax
18
Client Type 1 – Death Benefit ObjectiveNo Estate Taxes
• Individually owned
• Custom Guarantee– Maximizing guaranteed death benefit to heirs
19
Case StudyMrs. Next Door
• $75,000 annuity ($40,000 basis)
• No expected estate taxes
• No need for funds
Goal: Maximize benefit for heirs
20
Case StudyMrs. Next Door
• Policy owned individually• Funding options (net after 25% combined fed & state tax)
– Lifetime SPIA: $4,730/yr– 5-pay SPIA: $14,025/yr– Lump sum: $66,250
• Guaranteed death benefit purchased:– Lifetime SPIA = $237,513– 5-pay SPIA = $219,140– Lump Sum = $232,382
Age 65 Male, Standard rate class, Guaranteed DB to age 100
21
Maximum guaranteed coverage
The information presented is hypothetical and not intended to project investment results. Illustration is not complete unless all pages are included.
22
Annuity versus Custom Guarantee
$-
$50,000.00
$100,000.00
$150,000.00
$200,000.00
$250,000.00
$300,000.00
$350,000.00
$400,000.00
1 3 5 7 9 11 13 15 17 19 21 23 25 27 29 31 33 35
Annuity after tax
Custom Guarantee death benefit
23
Custom Guarantee Advantages
• Competitive price guarantee up to 100
• 20% table ratings
• Strong in a variety of funding methods
• Extra effective age 60+
• Life policy can be funded directly from SPIA
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Client #2 – Access to cash value goal
• Desire cash value– Access to value
– Growth in value
• Death benefit for heirs
• Custom GrowthCV– Waiver of surrender charge rider for early cash value
– Interest rate and premium bonuses for cash value growth
25
Case StudyMrs. Next Door
• $75,000 annuity ($40,000 basis)
• Money not needed now, but retained access desired
• No expected estate taxes
Goal: Leave as much to children as possible, but maintain control for unexpected needs.
26
Case StudyMrs. Next Door
• Individually owned
• Seeking access to cash value– Avoid lump sum causing Modified Endowment
Contract
– Quickly fund to provide fast access to cash
• 5-pay annuitization– $14,025/yr after tax (25% tax rate)
– $171,493 death benefit (minimum non-MEC)
Age 65 Female, Standard rate class, Solve for $75,000 at age 100
27Partial illustration shown. Age 65 Female, Standard rate class, Minimum face amount to meet 7pay test
Early cash value
Waiver of surrender charge with table shaving
Chronic Illness Accelerated Benefit Rider
Cash value growth
Potentially growing death benefit
Interest rate & premium bonuses
The information presented is hypothetical and not intended to project investment results. Illustration is not complete unless all pages are included.
28
Annuity versus Custom GrowthCV
$-
$50,000.00
$100,000.00
$150,000.00
$200,000.00
$250,000.00
$300,000.00
$350,000.00
1 3 5 7 9 11 13 15 17 19 21 23 25 27 29 31 33 35
Annuity after tax
Custom GrowthCV surrender valueafter tax
Custom GrowthCV death benefit
29
Custom GrowthCV Advantages
• Leverage assets with death benefit– Use Cash Value Accumulation Test to get quicker rising death
benefit with cash value
• Waiver of Surrender charge rider with table Shaving
• Designed for cash value– Interest Rate bonus– Premium bonus
• Chronic Illness Accelerated Benefit Rider• Life policy can be funded directly from SPIA
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North American Provides:
TWO
competitive solutions for Annuity Maximization
31
North American:More sales opportunities
• Custom Guarantee– For the death benefit objective Annuity Maximizer
– High death benefit coverage guaranteed up to age 120
• Custom GrowthCV– For the cash value objective Annuity Maximizer
– Waiver of surrender charge rider for quicker access to cash value and table shaving