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Best Life Insurance Product for Clients Focused on Wealth Accumulation

Posted by Scott Turner on Wed, Feb 14, 2018 @ 12:00 PM

There are many cash-value life insurance products for clients who are focused on protecting their loved ones, wealth accumulation and tax-free distributions. The differences between these products can significantly impact the wealth accumulation potential of the policies. Let's examine the various cash-value products available and determine the best life insurance product for this purpose. 

best-product-for-clients-focused-on-wealth-accumulation

Whole Life Insurance

As a cash-value life product, in general, Whole Life is expensive because the product contains a lot of guarantees — and providing guarantees is expensive to the carrier. By providing expensive guarantees, the trade off of those guarantees is that it takes away from the cash-value potential of the product. Also, Whole Life’s product design is a closed-architecture, which means all of the costs, expenses, and loads are wrapped into the product design and are not broken out separately. While Whole Life products tend to show very favorable illustrated rates, when you go back and review the historical performance, the actual results are low interest and dividend rates. Whole Life’s expensive guarantees drag down cash-value policy performance.

Universal Life

In the 1980s, Universal Life (UL) was introduced to the market as an unbundled, fixed crediting rate life product. All of the product’s costs, fees, and loads were disclosed separately — a significant departure from Whole Life. Back in the early 1980s, the Federal Funds rate was at an all-time high, up to 20%. Those high interest rates were attractive to clients looking to build cash values within a UL policy. However as rates dropped, we are now at the other end of the Federal Funds rate spectrum of all-time lows. 

For clients looking for premium flexibility, UL offers an affordable way to provide pure insurance protection. However, the ongoing low interest rates make these safe products unattractive to consumers looking to generate significant cash values. 

Variable Universal Life

In the mid-1990s, carriers began introducing Variable Universal Life (VUL). The product appealed to many in the middle of the bull market experience, by tying the insurance policy’s performance to the raw market. Looking back, the bull market resulted in extraordinarily high illustrated rates, which were unsustainable over a longer term.

The markets continually change and bull markets end. With a VUL, clients will experience flat and down markets. The problem is that in a down market, VUL credits “negative interest”. Negative interest may ultimately implode the product or require substantial premium payments to keep the policy going. This negative interest makes it very difficult for these products to compete over the long term.

At one time, VUL was “the” product everyone desired if they wanted to generate significant cash values, but today many people have come to realize that having so much risk in an insurance policy just isn’t worth the potential benefits.

Indexed Universal Life

Indexed Universal Life (IUL) is designed to allow clients to avoid market corrections while earning interest on the annual reset. This leads to significantly less market volatility than a VUL. When the worst you can do is earn 0% in any given year, that floor helps reduce the volatility, and over a long-term the product can keep pace or even beat the best VUL out thereThe growth caps in an IUL policy provide significant build up of cash values. There really isn’t any economic condition where IUL doesn’t outshine its competitors.

What’s a Cap Really Worth? 

One of the main attractions to an IUL product is the ability to track policy performance against an external market index without the risk of losing money in the market. One of the most misunderstood factors is how much difference there is between policy values from products with different cap rates. Insurance companies set and modify cap rates based on a multitude of factors and internal calculations. So while each company may set their cap at a different level, the ability for the product to perform relative to the market may be hindered by the cap.

While past performance is no guarantee of future results, it helps us better understand how some caps within a product would have performed over the long-run. Taking a historical look back from 1950 through today, and assuming an annual point-to-point crediting method on the S&P 500 index, on average a product with a 13% cap or higher would have outperformed the overall market.

The Most Efficient Design 

While long-term interest rates are looking like they can, and will, move in the near future, we are in one of the lowest interest rate environments in history. What's amazing is that most IUL products out there today are able to support growth caps around 12.5%. If a carrier can support caps at 12.5% today, when long-term interest rates increase, it should lead to higher IUL caps down the road.

Every 1 percent increase in long-term expected cap rates generally leads to an additional 40 to 50 basis points in additional expected crediting rate. So, products with a higher cap will be able to generate stronger long-term returns.


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Tags: IUL, planning

FOR PRODUCER USE ONLY. NOT FOR USE WITH CLIENTS.

This content is for informational and educational purposes only and is not designed, or intended, to be applicable to any person's individual circumstances. It should not be considered as investment advice, nor does it constitute a recommendation that anyone engage in (or refrain from) a particular course of action.