Created Exclusively for Financial Professionals. Not for Use with Consumers.
Life insurance is issued by The Prudential Insurance Company of America, Pruco Life Insurance Company (except in NY), and Pruco Life Insurance Company of New Jersey (in NY). Variable universal life policies are offered through Pruco Securities, LLC. All are Prudential Financial companies located in Newark, NJ. This material is being provided for informational or educational purposes only and does not take into account the investment objectives or financial situation of any clients or prospective clients. The information is not intended as investment advice and is not a recommendation about managing or investing a client’s retirement savings. Clients seeking information regarding their particular investment needs should contact a financial professional. We do not provide tax, accounting, or legal advice. Clients should consult their own independent advisors as to any tax, accounting, or legal statements made herein.
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Contact your Life Wholesaler — OR — Call the Sales Desk at 844-606-7867
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Then after that -- it comes down to supporting the sale. The Post-Sale solutions that we're going to offer you. Making sure that the product is doing what we said it was going to do.
After we do the point-of-sale, of course we have to complete the sale. Completing The Sale has taken on a whole new meeting today, right, because we're doing everything virtually. These tools we're going to bring to you in terms of our electronic capabilities.
From client identification we move to the Point-Of-Sale. What tools and enhancements can we give you -- to do business virtually?
For now it's about Client Identification, finding clients that we know we can help.
The first is Education. These are things like what we're doing today. Thought Leadership. Presentations perhaps on the CARES Act or the SECURE Act or Taxation. All meant to arm you with the education you need to be better informed for with clients.
There are five key elements to our sales process:
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Click the play buttons below to hear a description of each one.
Prudential and your local wholesaler can help you grow your practice by working with you throughout the entire sales process, offering our industry-leading sales support, effective resources, and tailored point-of-sale support.
• Talk to clients about life insurance for their needs. • Help them to understand why they should want it for the tax benefits. • Visuals and charts help simplify it.
• Client-approved presentation. • Breaks down the benefits of life insurance from a need and a want basis. • Explains taxation and the value of life insurance in detail.
The Power of Two empowers clients to own life insurance on their terms. With life insurance, they get the protection they need and also achieve key tax benefits they should want.
Help give clients what they need in life insurance solutions and help them to understand why they should want it too, while maximizing the Prudential Advantage.
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Understanding today’s environment to build successful client strategies.
A tax-favored strategy to accumulate, access and transfer wealth.
An asset repositioning strategy; showcases how the strategy works.
Solving the challenges of small business owner clients.
How to transition to the next generation.
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© 2021 Prudential Financial, Inc. and its related entities. 1047664-00008-00 Ed. 12/2021 ISG_WE_ILl78_01
T3 Life Insurance Truths
Proven ways to grow your practice
> SEP: LIAM—Value of Life Insurance
> AUG: Women’s Planning Needs
> JUL: Executive Bonus
> JUN: Succession Planning
> MAY: Small Business Owner Needs
> APR: Legacy Planning
> MAR: Flexible Estate Plans
> FEB: Tax Efficient Investing
> JAN: Start Strong
TEXT ALTERNATIVE
Learn an empowering sales approach.
Video Transcript
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Overcoming objections. Highlighting benefits.
Thursday, December 9 at 2:00 P.M. ET
Retirement concerns and strategies.
Clients who intend to use their retirement accounts as part of a wealth transfer plan will need and want another approach. One strategy to consider: Legacy Advantage.
With the stretch strategy eliminated, most beneficiaries are no longer able to spread required minimum distributions over their lifetimes. Therefore, they also can’t spread out the tax liability. The new 10-year payout will generally result in an accelerated income tax liability for affected beneficiaries. If a beneficiary is forced into a higher tax bracket, then there’s even more to lose to taxes.
The SECURE Act requires many beneficiaries to completely liquidate inherited IRAs and tax-qualified retirement plans within 10 years of the owner’s death and pay the resulting tax liability.
Legacy planning is a strategy that enables clients to take an active approach to ensure their beneficiaries receive what they’ve intended. Help clients take early action and plan for the taxes that could erode their legacy, paying attention to the effect of the SECURE Act. By tapping into the power of life insurance, clients can get death benefit protection they need and the tax advantages they want. Look at this extensive list of materials and start putting Legacy Advantage: An Asset Repositioning Strategy in your personal playbook.
Prepare yourself to help clients who can benefit from Legacy Advantage: An Asset Repositioning Strategy. These materials can educate you and get you comfortable so you can have legacy planning conversations with clients.
Understanding how a concept works is only the first part. Identifying clients and prospects who might benefit from them is next. These materials can help you quickly identify clients so you can mine your book of business and have conversations.
The point-of-sale materials that are featured here can help you both prepare for and conduct your meetings with clients. The goal here is to help you find the right solution for the need and move into closing the sale.
Help yourself in your sales efforts by understanding PruFast Track, our eCapabiities, and our Underwriting nuances. How quickly and easily you complete the sale can make the difference in a long-lasting relationship with happy clients.
When clients are happy with the service you’ve given them, they are more likely to give you referrals and to schedule annual reviews in the future … which can lead to more sales. These materials can help.
• Read the whitepaper. It contains information about forming deeper bonds with a client’s whole family … not just the client themselves. • Understand that 70% of heirs plan to change their financial professional when they inherit the assets. Find out how to prevent this. • Review the key takeaways on page 8 and put them into practice.
How to use the piece:
This whitepaper contains insights to help financial professionals create client loyalty across generations.
“T. Rowe Price—Building Trust That Lasts” Whitepaper
• Have this brochure handy when talking to clients about their retirement plan. • Make sure they know what Medicare DOESN’T cover and talk about how life insurance can fill in the gaps. • Discuss how life insurance with a chronic illness rider can be a critical component of an estate plant.
This brochure explains the need to plan for health care costs in retirement and has a client-friendly explanation of Medicare.
Managing Health Care Costs in Retirement Brochure
• Review the flyer to make sure you understand the problem and the opportunity. • Review the client profile section and consider your book of business. • Use the step-by-step actionable list to meet with clients who may benefit.
This discusses the Stretch IRA rules’ impact to clients’ beneficiaries.
Understanding Stretch IRA Rules Flyer
• Review the write up of the SECURE Act and what the Stretch IRA rules mean to clients. • Review the client profile and consider your book of business. • Walk through the case study.
This flyer goes into detail about the issues clients will face now that the Stretch IRA is gone.
The SECURE Act Business Builder: Asset Repositioning Flyer
• Start a conversation with clients about chronic illness expenses. • Discuss the four ways to cover those expenses using insurance. • Use the Pros and Cons on the back to talk about the benefits of life insurance with a chronic illness rider.
A flyer that walks through four common insurance options for handling chronic illness expenses.
Being Prepared for Chronic Illness Flyer
• Review the presentation paying particular attention to the detailed case studies. • Contact your Wholesaler to talk about the concept and any questions. • Review your book of business to see if you have clients who may benefit from this strategy.
This is a comprehensive presentation that walks you through how Legacy Advantage works.
Legacy Advantage Producer PPT
*Alliance for Aging Research, The Growing Older Population, Accessed 03/2018.
• Talk about how 7 in 10* people age 65 and older will deal with a chronic illness or disability. Explain how BAR can help. • Discuss how, if using the Legacy Advantage concept, adding BAR to the policy can add additional flexibility for them, should they become ill. • Talk about how, if they accelerate the death benefit for themselves, there will be less passed on to their beneficiary.
The BenefitAccess Rider can be optional on a Life Insurance policy. This brochure explains the details of it and the ways it can help.
BAR Consumer Brochure
• Walk through the effect of the SECURE Act on a client’s retirement assets. • Talk about their options and look at a side-by-side comparison. • Contact your wholesaler to have a personalized concept illustration run for you.
This concept illustration takes a client’s customized product illustration values and personalizes the strategy to show how it works.
PruDesigns IRA Distributions Strategies Sample Illustration
• Start a conversation with clients about their legacy assets. • Discuss how taxes could erode their legacy. • Walk through the infographic to help clients understand how life insurance can help.
This brochure goes into detail about this concept. It discusses repositioning client-identified legacy assets in order to purchase a life insurance policy and help reduce tax erosion of a client’s legacy.
Legacy Advantage Consumer Brochure
• Review it to familiarize yourself with the information that will be discussed. • Review your existing client profiles to see if any might benefit from this concept. • Set up 1-on-1 meetings with those identified clients. Make sure you use screen sharing capabilities to go through the experience.
This consumer-approved animated tool is designed to be used by you with clients in a 1-on-1 approach. It helps you walk through the concept in a visual and step-by-step way. It includes an infographic to pull it all together.
Legacy Advantage: An Asset Repositioning Strategy Lightning Presentation
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This is a graphic representation of product solutions that can work in the Legacy Advantage strategy. It places Prudential’s permanent products on an X and Y axis. The Y axis shows risk/reward from low to high in terms of cash value accumulation potential. The X axis shows the product focus in terms of death benefit protection and cash value accumulation. It ranges from pure death benefit protection to death benefit protection and cash value accumulation potential. Starting with the product with the lowest risk/reward potential and pure death benefit protection and ending with the highest risk/reward potential and death benefit protection with the greatest potential for cash value accumulation, the list is as follows: PruLife SUL Protector PruLife Essential UL PruLife Survivorship Index UL PruLife Founders Plus UL PruLife Index Advantage UL PruLife SUL Protector VUL Protector PruLife Custom Premier II
We have a full suite of permanent life insurance policies that can work within the Legacy Advantage concept. It all depends on the needs of the client in terms of death benefit protection and cash value accumulation potential. It will help to understand where a product falls on the risk spectrum. Look at this chart and see how the products fall, and use it to help determine which product may be best for a client.
Product Solutions
• Familiarize yourself with the information contained in the brochure. • Keep it saved and handy for reference when talking to clients and prospects. • When taking an application, make sure you keep the underwriting concerns in mind to help clients be prepared for underwriting.
This brochure covers all aspects of Prudential’s underwriting.
Underwriting Overview
• Review the flyer and pay attention to the advantages. • Begin submitting your applications electronically. • Contact your Prudential wholesaler for any questions you have.
This flyer describes the advantages of using eCapabilities in your business.
eCapabilities Flyer
• Review to see how to move your applications through the process faster. • See the client profile section to determine which clients are suited to this faster process. • Familiarize yourself with Prudential’s underwriting process.
This brochure discusses PruFast Track, an accelerated underwriting process.
PruFast Track Brochure
• Familiarize yourself with the LifeInsight tool. • Read the flyer to see how to use the tool so you can make your work easier in monitoring policy goals, etc. • Build the LifeInsight tool into your regular policy monitoring efforts.
LifeInsight is an interactive policy management tool that simplifies your efforts of monitoring policy goals, assumptions, and performance.
LifeInsight Flyer
• Review the flyer and familiarize yourself with the BAR Concierge service. • Share this flyer with clients who have policies with BAR on them. • Encourage clients to visit the website and to call with any questions.
This flyer gives an overview of the valuable BAR Concierge service.
BenefitAccess Rider (BAR) Concierge Flyer
Click to scroll...
Go to Legacy Advantage Lightning Presentation >
• Once you’ve identified clients who may benefit from this strategy, go into the presentation to talk about their legacy goals. • Talk about the reasons why it’s important to them and use the easy-to-follow infographic to explain how assets are repositioned. • Use the closing points to stress what’s in it for them and their heirs.
Use the client-approved lightning presentation to walk through this strategy with them in minutes.
Help clients with Legacy Advantage, an asset repositioning strategy using life insurance. It could be a way to help preserve and potentially enhance a client’s legacy, even if they become chronically or terminally ill.
• Familiarize yourself with how survivorship life insurance works. Understand the benefits of these policies and how they can help protect an estate with the prospect of increasing taxes. • Review the pieces and save this ekit to have quick access for your client discussions. • Meet with your Prudential wholesaler to discuss any potential cases you have in mind.
This eKit highlights common estate planning strategies and how survivorship life insurance works with them. Prudential is a leader in the survivorship market; find links to all three of Prudential’s survivorship policy brochures, including ones to use with clients.
• Review clients in your book of business to see who might have a need for these strategies. The client profile section can help. • Familiarize yourself with the strategy. Your Prudential wholesaler can answer questions and provide additional resources. • Schedule meetings with clients who fit the target profile to review the strategy. Leverage your Prudential resources for case design as needed.
A comprehensive overview of estate planning strategies. It approaches each strategy from the client need, addresses the target client profile, and provides a strategy overview.
• Talk about how a SLAT works from a high-level perspective. Talk about a families’ lifetime needs and wealth transfer needs and it’s applicability. • Walk through the example, step-by-step, following fictional Peter, Susan, and their children. • Discuss how funding a SLAT using individual or survivorship life insurance can be a smart approach.
This 2-page flyer delves into how a SLAT can help clients retain access to trust assets for one spouse via a trustee during his or her lifetime. This concept can provide estate protection and liquidity, and can potentially minimize taxes on income, estates, and gifts.
• Talk about how a SST works from a high-level perspective. Talk in terms of lifetime needs and wealth transfer needs. • Walk through the example, step-by-step, following fictional Mike, Carla, and their children. • Discuss survivorship life insurance and how it can meet the client’s needs as part of this strategy.
This 2-page flyer will walk you through how an SST works. Key to this concept is that clients can retain access to income while both spouses are alive. It also provides estate protection and liquidity, and can potentially minimize income, estate, and gift taxes.
As part of your general tax planning, don’t overlook the importance of helping clients create a flexible and versatile estate plan. Planning should take into consideration the effect of taxes after a client’s death … their legacy plan. Help clients protect the wealth they’ve built using strategies in these materials.
• Comprehensive guide that talks about 7 different types of taxes. It highlights examples and explains their effects. • Includes a U.S. infographic that illustrates estate and inheritance taxes by state. Pertinent for clients who may not realize how their state handles these taxes. • Includes strategies around how life insurance can help lessen the impact of taxes.
Taxes are changing and most expect them to rise. Make sure client’s portfolios are protected now. You can help prepare them using life insurance strategies that are outlined in this client-approved brochure.
• Dedicate time to go through this new presentation. It will help you feel confident and knowledgeable in your tax discussions with clients. • It is detailed and designed to give you the latest information that’s available. • Use this presentation as a way to start the year so you set yourself up for successful tax-focused discussions.
This walks through what you need to know to help clients plan. It is an in-depth discussion of the current tax environment, the importance of tax-efficient investing, planning implications and opportunities, and tax strategies.
• Keep this pdf on your devices for quick access and reference. • Use the information as proof points in your discussion around taxation in retirement. • Reiterate the importance of tax diversification and talk about how life insurance can help reduce tax exposure.
This is a 6-page, table-style approach to tax rates in 2021. It covers: Estate and Gift Tax Rates, Personal Tax Items Amounts, Income Tax Percentages, Education Incentive Information, Social Security Rates, Traditional and Roth IRA Contribution Limits, Qualified Plans Limits, and Required Minimum Distributions (RMDs) Amounts.
• Talk about life insurance to address the key facets of retirement planning: preparing for unexpected risk, accumulation, and supplemental income. • Taxes should be part of the discussion. Specifically, the great tax benefit life insurance provides across all 4 of the facets. • Bookmark this microsite and refer back to it throughout the year.
This is a microsite devoted to the value of life insurance as a retirement planning strategy and how it’s uniquely positioned to address the four key facets of retirement planning. Each section highlights marketing materials to help you explain them to clients.
• Talk about what a ‘generally federal income-free tax benefit’ really means. Use example 1, using real numbers, to show how taxes do not deplete a death benefit upon payout. • Focus on section 2 to talk about tax-free growth. This aspect of life insurance can result in a client’s heirs getting money when the client dies. • Talk about living benefits using section 3. Stress the generally tax-free access to the death benefit in cases of chronic illness, and access to cash value through withdrawals and loans.
This three-page flyer simply explains the three main tax benefits of life insurance, without getting into the tax codes themselves. This flyer is another great set up to The Tax Challenge.
• Talk about how diversity from a taxation perspective matters. Clients may not understand how their retirement assets will be taxed. • Use the copy points around political and economic factors to stress the importance of planning now to prepare for future tax changes. • Use the example to show the value of diversification using life insurance with numbers for clients who prefer that approach.
This two-sided, client-approved flyer will give you a historical look at taxes and help establish the uncertainty around future tax rates. This flyer is the perfect set up to The Tax Challenge.
Taxes are as uncertain as they’ve ever been and clients look to you for guidance about how to prepare for an unknown future. Use these materials to help clients understand how their assets will be taxed, the importance of tax diversification and to dig deeper into the real power behind life insurance … the tax benefits.
Go to Take The Tax Challenge >
• Interactive infographic breaks down retirement vehicles by when taxes are due. • Helps you see gaps in a client’s retirement plan from a taxation perspective. • The worksheet documents your discussion and can be printed or emailed to the client.
How to use the Tax Challenge tool
Help clients keep as much of their hard-earned money as possible by managing when and how their retirement assets are taxed. Share the client-approved experience and worksheet to see how client’s portfolio’s stack up.
Go to Planning Tips by Month >
• Timely Ideas for conversations and approaches with clients. • Resources to put ideas into action. • Build these tips into your own calendar.
Ideas to Map Your Month
Take control of your year with this new planning tool. Each month contains actionable tasks for finding life strategies with clients and prospects.
Changes to the political landscape and uncertainty around taxation are concerning to clients. You can create a strategy using life insurance to help reduce their exposure to taxes and help sure up their overall financial health. Bookmark this page and check back frequently for tax planning strategies and tools.
APR • Legacy Planning
MAR • Flexible Estate Plans
FEB • Tax-Efficient Investing
JAN • Starting Strong
© 2021 Prudential Financial, Inc. and its related entities. 1043698-00004-00 Ed. 6/2021 ISG_WE_ILl29_01
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Review the flyer and familiarize yourself with the BAR Concierge service. Share this flyer with clients who have policies with BAR on them. Encourage clients to visit the website and to call with any questions.
Familiarize yourself with the LifeInsight tool. Read the back of the flyer to see how to use the tool so you can make your work easier in monitoring policy goals, etc. Build the LifeInsight tool into your regular policy monitoring efforts.
Review the piece and pay attention to the guidance given. It’s very important that you are giving the same story when creating the application, cover letter, and supporting documentation. Build the strengths that support the coverage you are requesting, but don’t hide the negatives—explain them
This tips sheet can help you get your business cases moving through underwriting. It’s an important piece to pay close attention to in order to keep the client happy and to get them protected quickly.
Review the flyer and pay attention to the advantages. Begin submitting your applications electronically. Contact your Prudential wholesaler for any questions you have.
Review to see how to move your applications through the process faster. See the client profile section to determine which clients are suited to this faster process. Familiarize yourself with Prudential’s underwriting process.
Review the illustration. Go to page 24 to look at how this variable life insurance policy would work in a real-life example. Connect with your Prudential Wholesaler to discuss how to obtain an illustration for a client who is considering this strategy.
This is a sample of a customized client-approved illustration showing how this strategy is structured and the benefits it offers to the client and the business.
Review the Challenge and the Solution with a client. Talk about how life insurance can help protect the employee AND give the business a tax deduction. Review the visual infographic to understand how it works.
This flyer explains how an Executive Bonus Arrangement works. It’s a helpful consumer-approved piece to use with business-owner clients.
Review the presentation. Ask your Prudential Wholesaler any questions you might have after reviewing it. Use the action steps and conversation starters to start working with clients to protect their business.
This presentation lays out why the concept can help, how it works, and how it can be customized for a businesses’ need.
Review your book of business and identify clients who have a small business. Refer to the section on ‘Stage’ to determine what stage a client’s business is in. This will help you know what to discuss with them. Use the action steps and conversation starters to start working with them to protect their business.
This comprehensive resource goes into detail about the needs of business-owner clients in all stages of their business, including succession planning.
The Prudential Advantage
When a client’s business has key employees whose loss would cause a hardship to the business, or if there is a talented individual a business is eager to attract, Executive Bonus Arrangements could help. These materials describe the types of Executive Bonus Arrangements that exist and the role life insurance plays.
Go to the Flyer >
Explanation of “The Challenge” and “The Solution.” Benefits to the business and to the employee. Visual graphic of Executive Bonus Arrangements.
Attracting and retaining quality employees is a critical part of a client’s business. Using executive bonus strategies can be a way to help a business accomplish this. It can provide needed life insurance to a key employee and the business may receive an income tax deduction for doing so, too.
Open the PDF and save it with a unique name for the client with whom you are working. It is important to keep their information confidential. Walk through the worksheet to gather critical information about a client’s business. Talk to your Prudential Wholesaler about the details of the client’s business and put together some options to discuss at the next meeting.
This form is designed to help you get the information you need to understand a client’s small business and where he or she might have unmet needs. It’s a fillable PDF so you can save and use this blank form over and over again.
Review the underlying product illustration. Go to page 24 to see how this life insurance policy would work as part of a Buy/Sell strategy in a real-life example. Ask your wholesaler about what concept reports are available to help you customize proposals for your clients
This is a sample of a client illustration to fund a Buy-Sell Agreement
You’ll find simple, consumer-approved language to explain why a business needs a comprehensive business succession plan. Share this with clients. Refer to pages 3-4 for conversation points to discuss with clients. Use page 6 to visually explain how a Buy-Sell Agreement can help.
This brochure is a starting point to spark important conversations with business-owner clients. It can help you explain the importance of planning for this eventuality in their business.
Review the guide to familiarize yourself with Buy-Sell Agreements. Refer to pages 7-10 to see how the various Buy-Sell Agreement structures work. Talk to your Prudential Wholesaler about specific clients and their business cases.
Use this guide for an overview of Buy-Sell Agreements using life insurance as a funding vehicle. This guide is not intended to provide detailed information on these topics, but it is a great place to start.
This presentation can educate you on the opportunity in the small business market and how to help a client with a business succession plan. It also reviews some of the different types of succession plans.
Regardless of a client’s business structure, help them take steps now to ensure that their business and family are protected in case of their or another owner’s death or disability. Help business-owner clients with their succession planning using these materials across the whole end-to-end sales process.
Go to the Brochure >
Simple, consumer-approved explanation of why a business needs a comprehensive business succession plan. Conversation points for various business structures. Visual graphic of a Buy-Sell Agreement.
Using life insurance to protect a client’s business and their families’ livelihood can help ensure their overall financial wellness. Use this brochure as a starting point to spark important conversations.
• Familiarize yourself with the various business planning concepts. • Be sure to understand the needs of the client-business-owner so you can easily find possible solutions that align to their objectives and goals. • This is a client-approved piece so share the information freely to start conversations on creating a business strategy using life insurance.
This is a quick guide to small business concepts using life insurance. It is a very useful tool to keep nearby when helping clients who own small businesses.
• Educate yourself on the importance of understanding the different business structures and the resulting tax implications. • Review the tax information of a small business. • Keep this spreadsheet handy to refer to in future discussions around business needs for life insurance.
This is a detailed piece about the different types of business entities and how they are taxed.
• Walk through this fact finder with a business-owner client. • Use this to help determine where there are opportunities for life insurance protection. • Be transparent in your use of this form. Make sure the client understands how you will use this information in formulating strategies to strengthen their financial situation.
Use this detailed fillable pdf to gather important information about a client’s business so you can provide a customized approach. This flyer is another great accompaniment to the Small Business eBook.
• Talk about how a small business owner can benefit from life insurance both personally and for their business. • Review the various concepts discussed to understand how life insurance can play a role in these strategies. • Use the points discussed to stress the importance of supplemental income as well as tax advantages to benefit their business.
This is a detailed brochure that will give clients a solid overview of the primary applications of life insurance for a business. This brochure is the perfect accompaniment to the Small Business eBook.
Small business owners need help to protect their livelihood … their business. Life insurance can provide protection from potentially devastating financial events that can impact not only the business, but their families, too.
Go to the Small Business eBook >
• Risks businesses face in each stage. • How life insurance can help. • Concepts. • Conversation starters. • Action steps.
Help small businesses have the financial protection they need to face business risks such as death of owner, loss of key employee, and other critical challenges. Review the Small Business eBook to understand the needs of businesses in the four stages – start-up, growth, mature, and transition.
Understand the varied needs of business owners and learn how to bring solutions to support them and their business. Help protect them using life insurance strategies that will be presented here. Bookmark this page and check back frequently.
JULY • Executive Bonus
JUNE • Succession Planning
MAY • Small Business Owner Needs
AUG • Women’s Planning Needs
Women want financial professionals to help them. You can meet that need.
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• Women exercise decision-making influence over $10.9 trillion, or 31%, of the country’s investable assets.
• Women exercise decision-making influence over $10.9 trillion, or 31%, of the country’s investable assets (2).
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• Over 12 million or 40% of all firms are women owned.
• Over 12 million or 40% of all firms are women owned (1).
12 million businesses 40% of all firms $10.9 trillion influence 31% investable assets
Making the women’s market a top focus for your business is just smart. The potential is immense and the eBook will help you master it. Make this market a key part of your business plan focusing on individuals and women business owners.
• •
Download the Women's eBook >
Presentations — 2 consumer presentations can guide your conversations about financial obstacles and the tax benefits of life insurance, respectively. Guides — 3 guides can help you conduct conversations with women about money, legacy planning, and post-event follow-up.
Holding events and seminars can help establish you as an expert in your area. They are great ways to generate prospects and referrals.
1. “Listens to what I say and offers suggestions accordingly” 2. “Makes an effort to understand my situation and offer tailored advice”
Women are very clear about wanting to work with a Financial Professional. They are also clear about the top attributes they look for in one. The top two are:
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Women are very clear about wanting to work with a Financial Professional. They are also clear about the top attributes they look for in one. The top two (3) are:
• • • •
Prospecting letters — 4 door-opener emails to help in your email efforts. Educational articles — 5 articles that can help meet women’s appetite for financial information and education. White paper — Read the white paper and share the information as needed. Video — Get advice from your peers on giving financial education to women.
Use the many tools in the eBook to help you start conversations and build relationships with women prospects and clients.
A conversation is the first step in building a relationship and is a critical skill when working with women. Research shows that women value knowledge and are hungry for financial information. Give them that and you will build trust, raise their financial wellness, and set up a long-term relationship to help them for many years to come.
Go to the Women's eBook >
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Brochures — 3 brochures are recommended that delve into topics pertinent to women, including survivorship products, providing for a surviving spouse in retirement, and insurance strategies for small businesses. Case Study — This piece goes through a client’s situation and discusses legacy and living benefits, and how survivorship life insurance worked in their case. Flyers — 2 pieces discuss specific issues women face around chronic illness and caring for an aging parent. Presentation — This presentation focuses on estate planning for women who are divorced or widowed. eBook — A digital tool to help you tap into the small business market.
Use the sales ideas in this chapter to find success with women clients:
Women have different financial considerations than men. Understand what women are most concerned about and what has hampered her planning in the past to nurture loyalty, trust, and longevity.
Tips — 2 pieces that give you pointers to help you find success in this market. Use these to hit the ground running. Flyer — Helps you understand the unique challenges women have faced during COVID, from a financial professional's perspective. Fact Finder — A prospecting tool to help you capitalize on the Power of Two, the tax benefits of life insurance.
Only 16% of the nation’s financial professionals are women. Making a point to hire women can be a great way to expand your business and fill in this gap. Focus your energies on the women’s market — both hiring women and working with women clients — and use study groups to quickly bring your female advisors up to speed to meet the financial wellness needs of their female clients.
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Only 16% of the nation’s financial professionals are women (4). Making a point to hire women can be a great way to expand your business and fill in this gap. Focus your energies on the women’s market — both hiring women and working with women clients — and use study groups to quickly bring your female advisors up to speed to meet the financial wellness needs of their female clients.
© 2021 Prudential Financial, Inc. and its related entities. 1047590-00004-00 Ed. 8/2021 ISG_WE_ILl44_01
SBA.gov. 2018 Small Busines Profile 2018 American Express, State of women-owned businesses report. Last accessed May 2019. McKinsey, “Women as the next wave of growth in US wealth management,” July 2020. https://www.mckinsey.com/industries/financial-services/our-insights/women-as-the-next-wave-of-growth-in-us-wealth-management. LIMRA Study, What Women Want in Financial Services, February 2019. Last accessed May 2019. Financial Advisor Magazine, Why the Shortage of Female Advisors, April 2017. Last accessed April 2020.
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* SBA.gov. 2018 Small Busines Profile 1. 2018 American Express, State of women-owned businesses report. Last accessed May 2019. 2. McKinsey, “Women as the next wave of growth in US wealth management,” July 2020. https://www.mckinsey.com/industries/financial-services/our-insights/women-as-the-next-wave-of-growth-in-us-wealth-management. 3. LIMRA Study, What Women Want in Financial Services, February 2019. Last accessed May 2019. 4. Financial Advisor Magazine, Why the Shortage of Female Advisors, April 2017. Last accessed April 2020.
Go to the LIAM experience >
• Client snapshots with potential solutions. • Shareable stories for clients showing the role life insurance played in their lives. • Conversation starters.
Featuring:
Reinforce your knowledge of all that you can do to strengthen clients’ financial health. We will stand by your side through it all empowering you to help clients get the protection they need.
Help strengthen clients’ understanding of life insurance to include its full value. We will support you with new interactive tools to educate clients and move them toward action. Take advantage of this site and grow your business with this powerful financial product.
DEC • Finish Strong
OCT • Dispelling Myths and Misconceptions
SEPT • LIAM—Value of Life Insurance
Go to the Black Consumer Resource tool >
• The five main myths in the Black consumer market. • Stats and preferences to guide your discussions. • Resources that include video, flyers, and brochures for both financial professionals and consumers.
The Black consumer market is under served and under insured as a whole. Recent research uncovered the five common myths many Black Americans believe and the statistics around this demographic. This interactive experience makes it easy for you to confidently help protect this market.
Your business can benefit in ways you may not have considered. Broaden and strengthen your business by using life insurance to diversify your strategies and clients’ portfolios. This infographic flyer delves into the three main ways it can benefit you.
Go to Myths vs. Facts >
• Facts that debunk each myth. • Resources to help clients better understand certain concepts and truths. • Original stories to show life insurance at work in real life.
This consumer-approved experience goes head-to-head with the 4 most common myths of life insurance. It uses an interactive approach to discredit each myth using facts and examples.
Understand some of the common myths about life insurance that hold clients back from buying it. Maybe you’ve heard a few of these? Get the facts to set misconceptions straight and strengthen your conversations and your business. Find what you need here.
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Get Myths vs. Facts flyer
NOV • Living Benefits
© 2021 Prudential Financial, Inc. and its related entities. 1050998-00004-00 Ed. 12/2021 ISG_WE_ILI77_01
Life insurance is issued by Pruco Life Insurance Company (except in NY), and Pruco Life Insurance Company of New Jersey (in NY). Variable universal life policies are offered through Pruco Securities, LLC. All are Prudential Financial companies located in Newark, NJ. This material is being provided for informational or educational purposes only and does not take into account the investment objectives or financial situation of any clients or prospective clients. The information is not intended as investment advice and is not a recommendation about managing or investing a client’s retirement savings. Clients seeking information regarding their particular investment needs should contact a financial professional. We do not provide tax, accounting, or legal advice. Clients should consult their own independent advisors as to any tax, accounting, or legal statements made herein. The BenefitAccess Rider is an optional rider that accelerates the life insurance death benefit when the insured is terminally ill or is chronically ill and otherwise meets the terms of the rider. It is not Long-Term Care (LTC) insurance. Benefits received under the rider will reduce and may deplete the death benefit. Electing the BenefitAccess Rider results in an additional charge and underwriting requirements. Some benefit payments may be subject to a fee. Other terms and conditions apply and can vary by state. Clients should consult their tax and legal advisors. For New York contracts: Please also note the rider is not subject to the minimum requirements of New York law, does not qualify for the New York State Long-Term Partnership Program, and is not a Medicare supplement policy. In addition, receiving accelerated death benefits may affect clients' eligibility for public assistance programs and such benefits may be taxable. Benefit payments may only be made if the payments are subject to favorable federal tax treatment. When determining whether the benefit payments will receive favorable tax treatment, the payment of benefits from all insurance policies must be considered. Accordingly, prior to applying for benefits, you should seek assistance from a qualified tax advisor.
Clients often do not know about the living benefits of life insurance and therefore don't understand how it can help with a primary concern in retirement ... rising health care expenses. Use the materials here to present the options available on life policies that can help offset the financial impact a long-term illness can have on their financial well-being.
Familiarize yourself with the LifeInsight tool. Read the back of the flyer to see how to use the tool so you can make your work easier when monitoring policy goals, etc. Build the LifeInsight tool into your regular policy monitoring efforts.
LifeInsight is an interactive policy management tool that simplifies your efforts in monitoring policy goals, assumptions, and performance.
Review the flyer to understand the process by which clients will file a claim. Share this flyer with any client who purchases a policy with the BenefitAccess Rider. Help clients feel comfortable with how this valuable option works so they can use it if they need it.
Filing a BenefitAccess Rider claim is a simple process. This flyer breaks it down into three simple steps.
Familiarize yourself with the information contained in the brochure. Keep it saved and handy for reference when talking to clients and prospects. When taking an application make sure you keep the underwriting concerns in mind to help clients be prepared, for underwriting.
This brochure covers all aspects of Prudential's underwriting.
Send the flyer to clients and prospects either electronically as a link or print it. This is particularly good to use when giving a presentation. Explain to them how this visual picture can help them to see how illness may have impacted their own family. Use this information to encourage them to take steps to protect themselves using life insurance.
Give this worksheet to clients to sketch out a family history of illness. This is meant to help them visualize illnesses in their own family and might help them take steps to protect themselves.
Read the brochure and pay attention to the statistics around chronic illness. Walk through the product brochure when you are meeting with clients and discussing a product solution with the BenefitAccess Rider. Run an illustration for the product solution you're discussing and show how the rider can help, should they need it.
This brochure presents an in-depth look at the BenefitAccess Rider and how it can help a client be prepared for the financial impact of a chronic illness.
Familiarize yourself with the slides and the script, making sure to remove the optional information before using it. Invite clients to attend a walk-through of the presentation. Have handouts that provide additional information about life insurance options with chronic illness riders for anyone who attends.
This presentation is designed for you to walk clients through financial protection for chronic illness using life insurance. It uses a Power of Two style approach and compels clients toward action.
Review your book of business and identify which clients should take a look at chronic illness options on an insurance policy. Share this flyer with them to help educate them about possible solutions. Discuss which option might be best for their situation. Be prepared to run an illustration.
Take a look at four chronic illness options and see how they compare with one another. You'll also find a detailed look at the pros and cons of each.
Share this flyer with any clients or prospects who need life insurance and haven't planned for their future should they become chronically ill. Walk them through the four sections and discuss the potential impact on their financial well-being. Talk about the types of optional benefits on different life insurance policies.
This flyer can help clients take four areas into consideration in planning for chronic illness. It uses an infographic-style approach to inform without overwhelming.
Familiarize yourself with the information presented. Download and bookmark this piece for quick reference when speaking with clients. Understand how BAR could work in a client's particular situation and on a particular product.
A collection of the most commonly asked questions about life insurance with the BenefitAccess Rider (BAR). Sections include application, underwriting, claims, and more.
Review your book of business and identify clients who are within 10 years of retirement. Set up an appointment to discuss health care expenses in particular and specifically how Medicare fits. Use an illustration of a policy with BenefitAccess Rider to show how BAR can work should a long-term illness befall them.
A comprehensive resource that goes into detail about health care expenses in retirement. You will have a better understanding of Medicare, what it covers, and what it doesn’t.
Go to the flyer >
Simple, consumer-approved explanation of four options clients may consider in the event of a chronic illness. Pros and cons list for each option. Consumer-friendly language and explanations to help decison-making.
Clients who recognize the need to plan for a future that may include a long-term illness, need a way to understand their choices. This flyer can help.
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• Ideas for sales strategies. • Ways to start convesations. • Tools to move you more quickly towards solutions. • Support at every turn.
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You can be the rock clients rely upon, so they can feel confident in reaching new heights in their protection and retirement strategies. Together, we will do great things in 2022.
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Congratulations on your accomplishment this year. We are thankful for your partnership and applaud your success in 2021. We look forward to you including our Trimester Marketing themes as an integral part of your plans for 2022!
2-Min Survey
Answer five simple questions about how you used this year's Trimester marketing site and resources.
