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  — Your clients are worried.  Life insurance can help. "The actor Paul Picerni was my grandfather," begins Windsor's Dan Picerni.  "I called him Papa.  He appeared in over five-hundred films and television productions.  With eight kids he couldn't afford not to work when the downtimes came, so he filled the lull by selling life insurance.  In the 1950s he bought three nice size life insurance policies to help take care of his family in the event of his death.  Fortunately, the income replacement was never needed, and he lived until 2012.  He continued p...

Early in 2022, Windsor began to see a new growing focus on cash accumulation sales.  While using life insurance to provide funds for future cash flow obligations, be it college tuition or supplemental retirement income, is nothing new, something had changed. In 2020, in an "under the radar" rule change, the §7702 interest rate — which sets limits on premiums, cash values and death benefits for life insurance policies to qualify as "life insurance contracts" for Federal income tax purposes — was revised.  The rates, which were last set in 1984, were 4% for the Cash Value Accumulation ...

After a two-year hiatus, the Association of Home Office Underwriters (AHOU) was held recently in person with over 900 attendees present.  Meeting participants included underwriting leadership from all major life carriers, reinsurance companies, exam/lab vendors, industry data/information providers and several technology companies among others.  It was terrific to be back in person at this meeting, networking with industry pros and peers, and gaining important insight and perspective on the current state of life underwriting. Over the past few years and accelerated by the pandemic, th...

"Complicated [permanent life insurance] products eat away at the purchasing power of your premium. In most situations, your financial planning will be better served by buying term life insurance and then investing outside of the insurance contract.1 "Do not let anybody tell you that your life insurance policy is a good way to build extra savings. Fall for that and you will end up wasting thousands of dollars over the life of the policy.2 As life insurance professionals, we know that sentiments like those above are nothing new.  And in response, Windsor's recent Blog — Life Insurance and R...

You've met with your clients and their financial advisors on a few occasions and discussed the clients' financial planning and insurance objectives. Things are going well.  The insurance plan and product you are proposing meet the clients' needs exceptionally well, and provide the financial stability they are seeking.  But then you hear it.  The clients want to think about it some more.  When queried, your clients indicate that maybe they will look at this again, but are not sure when that will be. We have all heard it many times before, and know that procrastination and th...

  If we had a nickel for every time a carrier suggested we spend more time showing life insurance as a supplemental retirement income strategy, we would have a ton of nickels.  After all, Windsor was started by Jerry Schwartz and Hal Brooks when Universal Life and Interest Sensitive Whole Life were first invented.  From that time on, we've been steadily promoting the unique advantages of life insurance, most recently in our June 2021 Blog on Life Insurance Retirement Plans (LIRP). But we have a stake in the game.  So when life insurance companies encourage us to emphasize t...

Ready for some fast and furious sales ideas that can help you get a head start on 2022?  Here are some of the best from Windsor and our carriers including:     The retired wealthy client who has no cash The couple on the edge of their seats about estate taxes  The PhD in Financial Engineering  The retiree with overfunded IRAs The business owner who needs to find new ways to keep the best people 1,  The retired wealthy client who has no cash - or who doesn't want to spend it right now. Your client is 78 years old and knows he needs more life insurance – but hi...

What an extraordinary year it has been for life underwriting.  We've experienced rapid and remarkable changes on a number of fronts — some positive and helpful, others more challenging — and all either accelerated by, or initiated because of, the COVID-19 pandemic. We've seen the expansion of technological enhancements and automation of the underwriting process, helping get cases approved more quickly and with less hassle for our applicants.  Conversely, we continue to see COVID-related underwriting restrictions that sometimes affect our ability to get coverage issued, especially wit...

- by Jeff Driscoll, Vice-President, Product and Carrier Management, Partners Financial Let's start with good news.  Your clients and many life insurance carriers definitely need your expertise in selling and servicing Indexed Universal Life (IUL) products.   And now, with the growing trend of volatility control (VC) indexed accounts, your value is more than solidified.  The trade-off for your increased value is that more homework is required to understand and make the correct recommendations with these more complicated indices.  Before going any further, one could argue tha...

We're guessing that Roth IRAs probably don't show up on your radar these days.  What with the S&P, NASDAQ and the Dow ringing the bell on new records almost weekly, investment advisors focused on wealth creation might just pass right by a qualified plan option with income ceilings of about $200,000 and contribution limits of $6,000 to $7,000 (depending on age) annually, as of 2021. But Peter Thiel of PayPal fame might change your mind.  He simply used a Roth IRA to create a $5 billion tax-exempt fortune. Roth IRAs were created in 1997 to provide for a need not filled by other qua...