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![Page 1: For Producer Use Only. Not For Use with the Public Principal Life Insurance Company Why Principal Life for Individual Disability Insurance? & Disability.](https://reader035.fdocuments.us/reader035/viewer/2022070406/56649de85503460f94ae274c/html5/thumbnails/1.jpg)
For Producer Use Only. Not For Use with the Public
Principal Life Insurance Company
Why Principal Life for Individual Disability Insurance?
&Disability Center
Disability Center is your “one stop shop” for DI.- Full back office support- Top DI products and compensation- Discounted plans available- Free training, Marketing materials, Personal web portals for DI- Niche products and occupations
888-677-6575 www.DisabilityCenter.com [email protected]
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For Producer Use Only. Not For Use with the Public
Competitive Product Offering
• Individual Disability Income Insurance– To $15,000 MB Individual1; Up to $25,000 MB Multi-Life1
• Overhead Expense Insurance– To $50,000 MB reimbursement1
– Business Loan Protector Rider (new); for HH702 OE2
• Up to $10,000 MB; $1 million Aggregate P&I Loan repayment• Disability Buy-Out Insurance
– To $3 million* reimbursement for purchase of disabled owner’s interest• Key Person Replacement Insurance (new)2
– 2x times key employee’s earned income to $500,0001
• DI Retirement Security Insurance3 – These benefits are in addition to other coverage. Benefits paid to an irrevocable
trust which are invested according to the investment option chosen by the client. 15% of annual income to $4,125 per month individual pay, $5,325 employer paid.1
MB = Maximum Benefit1 – Additional guidelines apply.2 – Not approved in all states. For listing of state approvals, go to: principal.com/distateapprovas3 – Not available in California.
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For Producer Use Only. Not For Use with the Public
What is TeleApp?
TeleApp means:
• Improved policy issue time
• Less paperwork and follow-up
• Fewer APSs, full paramedical exams, PTIs, and inspection reports.
• Client answers questions only once
• Producer stays fully informed throughout the application process
• Direct access to Underwriters
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For Producer Use Only. Not For Use with the Public
TeleApp Process
• Complete the initial application
• Explain the interview process to your client
• Schedule the TeleApp interview by calling 1-888-TeleApp (1-888-835-3277) from 7 a.m. to 10 p.m. Monday through Thursday, or 7 a.m. to 7 p.m. on Friday. (Central Time Zone)
• Provide broker and client contact information
• Submit initial application and additional necessary forms to new business coordinator in your office
• Deliver policy to client and secure signatures to verify application information
• Return one set of signed applications to the home office
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For Producer Use Only. Not For Use with the Public
Sales Concepts and ProgramsSelect Professionals
4 Need to have business ownership to qualify.
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For Producer Use Only. Not For Use with the Public
Sales Concepts and ProgramsSelect Professionals
4 Need to have business ownership to qualify.
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For Producer Use Only. Not For Use with the Public
Sales Concepts and ProgramsSelect Professionals (cont.)
Underwriting considerations: A blood profile and urinalysis are required if the Benefit Update rider is selected for the following doctor occupations: first through last year resident/intern or medical student third and fourth year. | A blood profile and urinalysis are required if the monthly benefit amount is greater than $3,000.| Additional application paperwork for Overhead Expense and DI Retirement Security is required.
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For Producer Use Only. Not For Use with the Public
Sales Concepts and Programs
• 10% 5A Select Occupation Discount
– Actuaries, Architects, Attorneys, Certified Public Accountants (CPAs), Engineers, Executives (earning over $60,000), and Pharmacists
– Can be “stacked” with Principal Life’s other discount offerings of the 20% Multi-Life or 10% Association
– The Select Occupation discount applies to Individual Disability, Business Overhead, Disability Buy-Out, Key Person Replacement and DI Retirement Security insurance
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For Producer Use Only. Not For Use with the Public
Sales Concepts and Programs
• 20% Multi-life Discount
– 20% discount for three or more lives with a common employer*
– Unisex rates where available for Individual DI
– Discount is fully portable, and no list bill required
* 5 or more lives required in Ohio.
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For Producer Use Only. Not For Use with the Public
Sales Concepts and Programs
Association Benefits Member Benefits Producer Benefits
• Valuable benefit for existing members at a discount
• An incentive for enticing new members
• No cost to the association
• No administrative work required
• Materials and marketing support to promote program
• 10% Association Discount available
• Financial needs analysis by trained representative
• Quality coverage • Access to From Here to SecuritySM educational materials
• Access to multiple prospects in one setting
• Credibility afforded by an association’s endorsement
• Networking an relationship building potential
• Opportunities for new business and cross-sales
•10% Association Discount
Association offering may not be available in all states, for all products. For state approvals, go to: principal.com/distateapprovals. Not available in California.
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For Producer Use Only. Not For Use with the Public
Sales Concepts and Programs
• Simplified Sales Programs
– Streamlined underwriting decision in 48 hours once the applications and TeleApp interviews are completed and received – without income verification (for incomes less than $150,000/year; for most occupations) or routine medical requirements*.
– Up to $3,000/month benefit – Single Life– Up to $5,000/month benefit – Multi-Life – Up to $10,000/month benefit – Simplified OE– Up to $360,000 aggregate benefit – Simplified DBO
*Unless a significant and undisclosed medical condition is reported by MIB, significant medical information is derived from the TeleApp, or any other disability coverage has been issued or applied for on a non-medical basis. Urine/HIV test is required in Maine. This is not a guaranteed issue program; applications could be rated, ridered or declined. Subject to Issue & Participation limits and minimum premium requirement. Combined Simplified DI and Simplified OE benefits cannot exceed $10,000/month.
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For Producer Use Only. Not For Use with the Public
Sales Concepts and Programs
• The DI Solutions Center – Standard Issue Program
– Your one stop resource for multi-life case assistance (15+ lives)
– Provides standard coverage for an entire group
– Available for employer-paid or voluntary employee paid cases
– Discounts and coverage based on participating lives
– This program gives employees an opportunity to obtain coverage without medical evidence of insurability.
– If they leave their employer, the policy is portable with continued discounts
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For Producer Use Only. Not For Use with the Public
Attractive Compensation
Series 700 Compensation Shown; Compensation Differs for Solutions II (California)1 – For issue ages 65 and older, the first year commission rate is 4%.2 – During the Conditionally Renewable Period, a renewal commission of 4% will be paid to the servicing producer if the policy was issued after May 2006 regardless of FYC.3 – Renewals in years 11+ are contingent upon $5,000 of annualized disability commission in the prior year.
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Attractive Compensation
Please remember to abide by the company's policy on disclosure of compensation. You can obtain more information, as well as a sample disclosure form, at www.principal.com
Attractive Compensation
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Your income potential over 10 years
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For Producer Use Only. Not For Use with the Public
We have one goal in mind…to help you sell more.
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For Producer Use Only. Not For Use with the Public
Disability’s Triple Threat
Business owners face a triple threat
• Keeping a roof over their head
• Keeping their business’ doors open
• Keeping their business investment intact
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For Producer Use Only. Not For Use with the Public
Keeping a roof over their head – income protection
Individual Disability Income insurance
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For Producer Use Only. Not For Use with the Public
Income
$4,216,000
Home
$242,700
Car
$28,715
Keeping a roof over their head
1 – Auto Affordability Index, complied by Comerica Bank, February 20082 – Average sale price in United States, © 2009 National Association of REALTORS®
3 –Projected cumulative income, 35-year-old earning $6,250/month assuming 4% annual increase to age 65.
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For Producer Use Only. Not For Use with the Public
Keeping a roof over their head
Ask clients:
• What would happen to your income?
• How would you maintain your lifestyle?
• Where would the money come from to pay for bills?
• What happens to your retirement savings and other financial goals?
• Do you have Group Long-Term Disability insurance in place? Are the benefits taxable?
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For Producer Use Only. Not For Use with the Public
Can your clients live on 42% of their income?
Chart based on $5,000 gross monthly income ($60,000 annually), with 60% Group Long Term Disability program, assuming a 30% tax bracket for Federal, State and FICA.
Few could live on 42% of their income.
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For Producer Use Only. Not For Use with the Public
Keeping a roof over their head
Personal income protection so clients can:
• Provide for family if they become too sick or hurt to work
• Maintain their lifestyle without draining savings or business profits
• Protect a higher level of their income (in the event you have Group LTD insurance)
Individual Disability Income (DI) insurance
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For Producer Use Only. Not For Use with the Public
Keeping the business’ door open – risk management
Overhead Expense and Key Person Replacement Insurance
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For Producer Use Only. Not For Use with the Public
Keeping the business’ door open
Ask your clients:
• If you are unable to work, would your business be able to keep the doors open?
• How would business expenses get paid (rent, salaries, utilities, etc....)?
• Would you have to turn clients away?
• What would happen to your business if a key employee became totally disabled?
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For Producer Use Only. Not For Use with the Public
Chances of a Disability Lasting Three Months or Longer (Before Age 65)
Age 1 Owner 2 Owners 3 Owners
27 45.3% 70.0% 83.6%
37 40.4% 64.5% 78.8%
47 32.8% 54.8% 69.6%
57 19.6% 35.4% 48.1%
Based on Commissioner’s Individual Disability Table A – Equally Weighted, All Occupation Classes, Unisex
Keeping your business’ door open
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For Producer Use Only. Not For Use with the Public
Possible income sources
• Business partner
• Creditors
• Liquidate assets
• Personal savings
• Sell the business
Keeping the business’ door open
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For Producer Use Only. Not For Use with the Public
With Overhead Expense insurance:
• Fixed business expenses are reimbursed
• No reliance on creditors
• Savings and investment plans aren’t jeopardized
• Foreclosure or liquidation can be avoided
• Premiums are tax-deductible
Keeping the business’ door open
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For Producer Use Only. Not For Use with the Public
With Key Person Replacement insurance:
• Protects the business from the loss of a key employee
• Business pays for and is the owner of the policy
• Any benefits received can be used at the business’ discretion, but cannot be assigned to the key employee
• Helps demonstrate financial stability to creditors, shareholders and other stakeholders
Keeping the business’ door open
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For Producer Use Only. Not For Use with the Public
Keeping the business investment intact – succession planning
Disability Buy-Out Insurance
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For Producer Use Only. Not For Use with the Public
Keeping the business investment intact
• Would you want to sell your share of the business?
• Would you want to buy out your partner?
• How would the price be determined?
• Where would the money come from?
• Is it guaranteed to be there when it’s needed?
Ask your clients, if you or one of your partners is disabled …
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For Producer Use Only. Not For Use with the Public
The disabled partner may:
• Become a drain on income while not contributing to the business
• Have different priorities for the business income and profits and may not want to reinvest profits
• Decide to let spouse or relative take over their role in the business
Keeping the business investment intact
The healthy partner may not:
• Be able to pay the disabled partner an income and maintain the business
• Have funds to buy the disabled partner out
• Want to share business decisions with the disabled partners family
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For Producer Use Only. Not For Use with the Public
Disabled owner advantages
• Assures a definite price and buyer
• Financial future is no longer contingent on the business’s success
Keeping the business investment intact
Healthy owner(s) advantages
• Avoids negotiation of price
• Assures complete and orderly transfer of ownership
• Retains control of the business
• Provides continuity and credibility for customers and creditors
Establishing a buy-sell agreement
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For Producer Use Only. Not For Use with the Public
Keeping the business investment intact
Funding alternatives
• Current cash flow
• Establish a sinking fund
• Borrow the funds
• Disability Buy-Out insurance
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For Producer Use Only. Not For Use with the Public
Keeping the business investment intact
Disability Buy-Out Insurance
• A written agreement that specifies when and for how much the buy-out will take place, and...
• is funded with the right amount of Disability Buy-Out insurance.
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For Producer Use Only. Not For Use with the Public
OE + DI + DI = 20% discount
A business owner purchases OE and employees purchase their own DI = 20% discount!
DBO + DBO + KPR = 20% discount
Two business owners purchase DBO policies and pay premiums for an employee’s KPR policy = 20% discount!
DI + DI + DI = 20% discount
Three individuals with a common employer purchase DI policies = 20% discount!
Provide peace of mind … at a multi-life discount
OE = Overhead Expense | DBO = Disability Buy-Out | DI = Individual Disability Income |KPR = Key Person Replacement
Multi-Life Discount may not be available in all states for all products. Ohio requires 5 lives.
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For Producer Use Only. Not For Use with the Public
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For Producer Use Only. Not For Use with the Public
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For Producer Use Only. Not For Use with the Public
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For Producer Use Only. Not For Use with the Public
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For Producer Use Only. Not For Use with the Public
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For Producer Use Only. Not For Use with the Public
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For Producer Use Only. Not For Use with the Public
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For Producer Use Only. Not For Use with the Public
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For Producer Use Only. Not For Use with the Public
Disability Center
Thank you!
Questions?
888-677-6575 www.DisabilityCenter.com [email protected]