Life Insurance Archives - Page 4 of 4

Is It Time to Upgrade Your Client’s Life Insurance Policy?

September 26, 2026April 19, 2021 by Tim Fuller

Happy family of four laughing together on the couch, representing life insurance protection

Most clients think of life insurance as something that pays only when they die. Many of the policies they bought years ago work exactly that way. A structured policy review shows whether newer designs could do more for them while they are still living.

Key takeaways

“Old insurance” pays only at death; “new insurance” can also pay living benefits for chronic, critical or long-term care needs.
Indexed UL can add tax-favored accumulation and income, which helps clients who are limited or shut out by Roth IRA rules.
Regular reviews protect the relationship; if you don’t start the conversation, another advisor eventually will.

Most clients only know about “old insurance” — and many would consider a change if they knew what newer policies can do while they are alive.

“Old insurance” vs. “new insurance”

The death benefit is still the core reason most people buy life insurance. But the term “old insurance” describes policies that offer little beyond that death benefit. “New insurance” describes coverage where the client doesn’t have to die for the policy to deliver value.

Long-term care, chronic illness and critical illness riders are good examples. These features were not common around the turn of the century, and many in-force policies simply don’t have them.

What a policy review can uncover

Clients’ needs change, and their coverage often doesn’t keep up. A review may show that:

The face amount no longer matches the real need, up or down.
Living benefit riders could be added through a new policy.
A modern indexed UL could offer tax-favored accumulation and tax-free income through properly structured withdrawals and loans.
Current pricing, or an improved health rating, may make new coverage more efficient than the old policy.

Any replacement needs a careful side-by-side comparison, including surrender charges, new contestability periods and underwriting. Our team can help you build that comparison. For clients whose health has changed, see our note on carrier upgrade programs.

Cash value as part of the retirement picture

For clients who earn too much to contribute to a Roth IRA, or who have already hit contribution limits, indexed UL can act as a supplemental source of tax-advantaged retirement income. For younger clients, cash value life insurance adds a diversified accumulation bucket alongside their investment portfolio. The policy must be designed and funded properly, and clients should understand that loans and withdrawals reduce the death benefit and can cause a lapse if not managed.

How to start the conversation

Don’t let your clients hear this story from another agent. SRS can provide turnkey policy review materials and help you build a short list of talking points to open the conversation about existing coverage. Simple questions work well: When did you last look at this policy? Has your health, income or family changed since then? Would a benefit you could use while living matter to you?

Frequently asked questions

What is the difference between old and new life insurance?

“Old insurance” generally refers to policies whose only real value is the death benefit. “New insurance” refers to policies with living benefits, such as chronic, critical or long-term care riders, or cash value designed for tax-favored accumulation.

How often should clients have their life insurance reviewed?

A review every few years, and after major life events such as marriage, divorce, a new child, a business change or a health change, helps keep coverage aligned with current needs.

Is replacing an older life policy always a good idea?

No. Replacement should only happen after comparing costs, surrender charges, a new contestability period and underwriting results. Sometimes the best answer is to keep the old policy and add coverage.

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Reviewed by Tim Fuller on 2026-09-26

Tim Fuller

President, SRS Inc.

Tim leads SRS Inc., a full-service IMO (Independent Marketing Organization) and BGA (Brokerage General Agency), connecting independent financial professionals with life, annuity, disability income, and long-term care solutions from 60+ carrier partners.

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Overfunded Universal Life vs. a Roth IRA: How the Two Compare

September 26, 2026April 13, 2021 by Tim Fuller

Clients who have maxed out their retirement plans, or who earn too much to contribute to a Roth IRA, often ask where else they can save on a tax-advantaged basis. A properly overfunded universal life policy shares many of the Roth’s best features and adds a few of its own. Here is how the two compare.

Key takeaways

A Roth IRA has income eligibility rules and annual contribution limits; an overfunded UL has neither, though it requires insurability.
Both grow tax-deferred and can provide tax-free income, the UL through withdrawals to basis and policy loans.
The UL’s death benefit “self-completes” the savings goal if the client dies early, something a Roth can’t do.

An overfunded UL policy has no income test and no IRS contribution cap; the limits come from the amount of coverage and tax rules for life insurance.

The Roth IRA and its limits

A Roth IRA works like a reverse traditional IRA: contributions go in after tax and qualified distributions come out tax-free. The catch is access. Higher earners may be phased out entirely, and everyone faces a relatively small annual contribution limit set by the IRS.

Feature-by-feature comparison

Eligibility: Roth IRA — subject to income limits. Overfunded UL — the client must be insurable.
Contribution limits: Roth IRA — annual IRS limit. UL — no fixed dollar cap; funding is limited by the death benefit and federal tax rules for life insurance.
Deductible contributions: No for both.
Tax-deferred growth: Yes for both.
Tax-free income: Roth — qualified distributions. UL — withdrawals up to basis, then policy loans.
Early access penalty: Roth — possible penalty on early earnings withdrawals. UL — no 10% penalty as long as the policy is not a MEC.
Completes the goal at early death: Roth — no. UL — yes; the death benefit delivers the result.
Estate tax protection: Roth — no. UL — possible with trust ownership.

Design matters

The strategy only works when the policy is funded near the top of what the tax rules allow without becoming a modified endowment contract (MEC). A MEC loses the favorable tax treatment of loans and withdrawals. Clients should also understand that loans reduce the death benefit and an underfunded or over-borrowed policy can lapse, creating a tax bill. Our team can help you model a design that balances accumulation, cost and protection.

Where it fits: executive bonus plans

The same idea strengthens executive bonus arrangements. When the policy is designed as an overfunded contract and the retirement income potential is explained at the start, the benefit feels far more valuable to the executive. Clients are generally more open to using life insurance for retirement once they see how closely it resembles a Roth IRA.

Frequently asked questions

Can a high earner use life insurance like a Roth IRA?

Yes. An overfunded cash value policy has no income eligibility test. With proper design, it can provide tax-deferred growth and tax-free income through withdrawals to basis and policy loans.

What is a MEC and why does it matter?

A modified endowment contract is a policy funded beyond federal limits. Loans and withdrawals from a MEC are taxed less favorably and may face a 10% penalty before age 59½, so overfunded designs stay under the MEC limit.

Is overfunded UL a replacement for a Roth IRA?

Usually it is a supplement. Clients who can contribute to a Roth often do both. The UL adds a death benefit and has no contribution cap, but it has insurance costs a Roth doesn’t.

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Reviewed by Tim Fuller on 2026-09-26

Tim Fuller

President, SRS Inc.

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Return of Premium on Guaranteed UL: 4 Ways Clients Can Cash Out

September 26, 2026March 29, 2021 by Tim Fuller

Clients buy guaranteed universal life for dependable lifetime protection. But needs change over the years. A return of premium feature available on some GUL policies gives clients a built-in exit strategy, and it opens up several practical planning uses.

Key takeaways

Some GUL policies include a return of premium feature that lets clients surrender at set anniversaries and get their premiums back.
Clients who don’t use the feature keep their coverage with no impact on the policy.
Common uses include retirement income, college costs, business planning and paying up a second policy.

If clients don’t use the return of premium window, the policy simply continues — the option costs them nothing to keep.

How the return of premium feature works

With one design we’ve seen, the client buys a guaranteed universal life policy and pays the premium required to guarantee the death benefit to age 100. At the 15th, 20th and 25th policy anniversaries, the client has a 60-day window to surrender the policy and receive their paid premiums back. If they don’t use the window, the policy continues unchanged. Features, timing and cost vary by carrier, so confirm current availability and terms.

Four ways clients can use it

Retirement. A 45-year-old has 20 years of death benefit protection. At 65, she takes her premiums back to supplement retirement income.
College costs. A parent with young children owns two permanent policies, one a GUL with return of premium. Once the children reach college age and the family’s coverage needs change, he surrenders the GUL in year 15, 20 or 25 and uses the cash for tuition.
Business planning. A business owner buys GUL to protect her company against the loss of a key employee. The employee resigns in year 18; at the 20-year window, she receives her premiums back.
Paying up another policy. A 55-year-old needs $5 million of coverage and buys two GULs, $2 million and $3 million. At 75 he needs less. He surrenders the $2 million policy and uses the cash to pay up the $3 million policy, leaving him with no further premiums.

Why it helps the sale

The biggest objection to permanent coverage is the fear of paying premiums for decades and getting nothing back if plans change. A return of premium option answers that objection directly. It also creates natural review points at each anniversary window. For key person uses, see how much key person coverage a business can buy.

Frequently asked questions

What is return of premium on guaranteed universal life?

It is a feature on some GUL policies that lets the owner surrender the policy at specific anniversaries, such as years 15, 20 and 25, and receive the premiums paid back.

Does the return of premium feature cost extra?

It depends on the carrier and product. Some have included it at no additional charge; others price it in. Confirm current terms before illustrating.

What happens if the client doesn’t use the window?

The policy continues as a guaranteed death benefit policy with no change.

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Reviewed by Tim Fuller on 2026-09-26

Tim Fuller

President, SRS Inc.

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The Living Benefits of Permanent Life Insurance

September 26, 2026March 22, 2021 by Tim Fuller

Permanent life insurance is often sold on the death benefit alone. But many clients get the most value from what a policy can do while they are alive. Explaining those living benefits helps clients see one plan addressing several needs.

Key takeaways

Properly structured permanent life can provide tax-deferred cash value and tax-free income through withdrawals and loans.
Riders can accelerate the death benefit tax-free for chronic illness or long-term care costs.
Unlike qualified accounts, cash value has no required minimum distributions.

One plan can protect a family, build tax-deferred savings and help pay for long-term care.

What “living benefits” means

Living benefits are the ways a permanent policy delivers value before the insured dies. They include cash value that grows tax-deferred and can be accessed, and riders that pay part of the death benefit early if the insured has a qualifying illness or needs long-term care.

Cash value access

Tax-deferred growth on the policy’s cash value.
Tax-free income through withdrawals up to basis and policy loans, when structured properly and the policy is not a MEC.
Flexible premium payments on many designs.
No required minimum distributions, unlike IRAs and 401(k)s.

Loans and withdrawals reduce the death benefit and need monitoring to avoid a lapse.

Chronic illness and long-term care benefits

Close to 70% of people turning 65 will need some long-term care. CareScout’s 2025 national medians put in-home care at $35 an hour and a private nursing home room at $10,798 a month. An LTC or chronic illness rider lets clients use part of the death benefit, generally tax-free, to help cover those costs. Learn more about LTC riders on life insurance.

Who to talk to

Successful clients aged 30 to 50 with young families are often ideal candidates. Look for clients who value a plan that covers multiple needs rather than simply the lowest price. Some carriers also offer wellness programs that reward healthy habits with premium savings; confirm current availability. Our team can help you compare products for a budget of a few hundred dollars a month.

Frequently asked questions

What are living benefits in life insurance?

They are features that pay value while the insured is alive, such as accessible cash value and riders that accelerate the death benefit for chronic illness, critical illness or long-term care.

Are accelerated death benefits taxable?

Benefits paid for qualifying chronic illness or long-term care under IRS rules are generally received tax-free, within limits. Clients should confirm with their tax advisor.

Does cash value life insurance have RMDs?

No. Unlike IRAs and 401(k)s, cash value in a life policy is not subject to required minimum distributions.

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Reviewed by Tim Fuller on 2026-09-26

Tim Fuller

President, SRS Inc.

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Term Conversion: Turning One Term Sale Into Several

September 26, 2026March 8, 2021 by Tim Fuller

Most term policies include a conversion privilege that lets clients switch to permanent coverage without new medical underwriting. Too often it’s ignored until the term is about to expire. Planning conversions from the start serves clients better and creates new business for you.

Key takeaways

Conversion lets clients keep their original health rating for life, with no new medical underwriting.
Permanent premiums are based on attained age at conversion, so earlier is cheaper.
Partial conversions over time keep costs manageable, and each conversion is a new sale.

The worst time to discuss conversion is after the client’s health has changed — plan it at the point of sale.

What the conversion privilege does

Term coverage lasts for a set period, such as 10, 20 or 30 years. Most term policies let the owner convert some or all of the coverage to a permanent policy without new medical underwriting, within the carrier’s conversion window. The client keeps their original risk class, no matter what happens to their health.

Plan it at the point of sale

One of our brokers talks about conversion during the first sales meeting. Together with the client, they decide how much permanent coverage the client will eventually want and how quickly they can afford to convert. Because permanent pricing is based on the client’s age at conversion, converting sooner costs less.

Use partial conversions

Clients don’t need to convert everything at once. For example, a client with a $1 million, 10-year term policy might convert $500,000 next year, another $250,000 in five years, and then decide near the end of the term whether to keep the last $250,000. Each step fits the budget and adds flexibility. Conversion rules, windows and eligible products vary by carrier, so check the contract.

Stay proactive

Many clients don’t know their term policy can convert. Reaching out is a reason to stay in touch, and it can lead to referrals from family and friends. Each conversion is a new permanent sale with new compensation. For clients whose needs have changed, see our life events that should trigger a coverage review.

Frequently asked questions

Does converting term life require a medical exam?

No. Conversion within the policy’s conversion period generally requires no new medical underwriting, and the client keeps their original risk class.

Can a client convert only part of a term policy?

Often, yes. Many carriers allow partial conversions, so a client can convert in steps as budget allows. Confirm minimums with the carrier.

How is the premium set on a converted policy?

The permanent premium is based on the insured’s age at the time of conversion and the original risk class, so earlier conversions cost less.

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Reviewed by Tim Fuller on 2026-09-26

Tim Fuller

President, SRS Inc.

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Term Life Insurance for Business Loans and Debt

September 26, 2026March 1, 2021 by Tim Fuller

When a business owner borrows money, the lender is betting on that owner staying alive and able to run the company. Term life insurance is the most cost-effective way to protect the loan, the business and the owner’s family. Here’s how to structure it.

Key takeaways

Lenders, including many SBA lenders, often require life insurance on key owners, usually with a collateral assignment.
Match the term length and amount to the loan balance and schedule, and consider extra coverage for the family.
Term policies with living benefits can also help if the owner has a major illness while the loan is outstanding.

A collateral assignment pays the lender first — and the rest goes to the owner’s beneficiaries.

Why lenders ask for life insurance

If the owner dies, the business may struggle to repay. Lenders often require coverage on the owner or key people as a loan condition. The policy is typically owned by the borrower and assigned to the lender through a collateral assignment, so the lender is paid first and any remaining proceeds go to the beneficiaries. Confirm the lender’s specific requirements before applying.

Sizing and structuring the coverage

Amount: at least the loan balance, and often more so the family or business has money left after the lender is paid.
Term length: match or exceed the loan term. A 10-year loan pairs naturally with 10- or 15-year term.
Ownership: personal ownership with a collateral assignment is common; business ownership may also work depending on the structure.
Conversion: choose a policy with a strong conversion privilege in case the need becomes permanent.

Debt can also support additional key person coverage when losing the executive would affect repayment.

Living benefits add another layer

A heart attack, stroke or cancer diagnosis can hurt a business as badly as a death. Some term products include critical and chronic illness benefits that pay part of the death benefit while the insured is living. For a borrowing owner, that money can help keep payments current during recovery. Availability varies by carrier and state.

A natural door-opener

Business loans create a clear, immediate need, and the conversation often leads to broader planning: buy-sell funding, key person coverage and succession. See our business insurance needs checklist. Contact us and we’ll help you find competitive term options that meet lender requirements.

Frequently asked questions

Do banks require life insurance for business loans?

Many do, especially for SBA loans and loans that rely heavily on one owner. Requirements vary by lender and loan size.

What is a collateral assignment?

It is an agreement that gives the lender the right to be paid from the death benefit up to the outstanding loan balance. Remaining proceeds go to the policy’s beneficiaries.

How long should the term be?

At least as long as the loan. Many advisors choose a slightly longer term or a policy with a good conversion option in case the loan is extended or the need continues.

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Reviewed by Tim Fuller on 2026-09-26

Tim Fuller

President, SRS Inc.

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Life Insurance Premium Financing: 3 Risks to Manage

September 26, 2026February 1, 2021 by Tim Fuller

Premium financing lets high-net-worth clients fund large life insurance policies with borrowed money instead of liquid capital. It can be a smart strategy, but only when everyone understands the moving parts. Here are the three main risks and how to manage them.

Key takeaways

Premium financing starts with a real life insurance need, not an arbitrage opportunity.
The three core risks are collateral risk, policy performance risk and interest rate risk.
A plan should be stress-tested and reviewed every year, not set and forgotten.

No premium finance plan should depend on the spread between policy crediting rates and borrowing rates.

Start with the fundamentals

The first question is always whether the client has a genuine life insurance need, such as estate liquidity or business succession. Premium financing is a way to pay for coverage, not a reason to buy it. See our post on estate tax liquidity for common needs among wealthy families.

Collateral risk

Collateral risk is the gap between the outstanding loan balance and the policy’s cash surrender value. The lender will require additional collateral to cover it.

That collateral does not always need to be cash. When structured properly, clients may be able to pledge assets like real estate or other holdings, keeping liquid assets invested. That flexibility is one of the main attractions of financing versus paying premiums outright.

Policy performance risk

Every policy carries performance risk, but with financing it compounds. If the policy underperforms, cash value may not grow enough to release collateral as expected, and the lender may require more collateral. Illustrate conservatively and show clients what happens under lower crediting rates.

Interest rate risk

Most premium finance loans carry variable rates. When rates rise, interest costs rise too. Illustrations should show realistic rate increases so client expectations are grounded.

A sound plan compares the full picture: the cost of paying premiums with cash, the value of flexible interest payments, and the return on capital the client keeps invested. Rate risk can be reduced by negotiating a favorable credit facility and reviewing it every year.

Frequently asked questions

What is life insurance premium financing?

It is a strategy in which a client borrows from a third-party lender to pay life insurance premiums, using the policy and other assets as collateral, so their own capital stays invested.

What are the biggest risks of premium financing?

Collateral risk, policy performance risk and interest rate risk. Each can require the client to post more collateral or pay more interest than expected.

Who is a good candidate for premium financing?

Typically high-net-worth clients with a clear, lasting life insurance need, strong net worth, and assets they would rather keep invested than use for premiums.

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Reviewed by Tim Fuller on 2026-09-26

Tim Fuller

President, SRS Inc.

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Modern Term and UL Features Your Clients’ Older Policies May Lack

September 26, 2026January 4, 2021 by Tim Fuller

Life insurance products have changed a lot in the past two decades. A policy that was a great fit when it was issued may lack features clients now take for granted. Reviewing older coverage against today’s options can uncover real value and meaningful sales opportunities.

Key takeaways

Newer term and UL policies often include living benefits, such as chronic, critical or terminal illness acceleration, that older policies lack.
Indexed UL offers cash value growth potential tied to an index, with a floor that protects against market losses.
Hybrid designs and flexible guarantees let clients match coverage to their actual goals.

A policy that fit perfectly 15 years ago may be missing features today’s clients expect.

Why older policies deserve a second look

Many advisors dismiss newer products as too complex. But when large, long-established carriers adopt a design, it is a sign it is here to stay. Clients with older term or UL coverage may be paying more than necessary or missing features that would help them today. See our post on older UL policies at risk of lapse.

Features modern term policies may offer

Accelerated death benefits for chronic, critical or terminal illness
Longer or more flexible conversion privileges into permanent products
Accelerated underwriting that can reduce exams and paperwork for eligible clients
Wellness programs from some carriers that reward healthy habits

Features modern UL and IUL policies may offer

Indexed crediting. Interest tied to a market index, with a floor that prevents losses from index declines.
Hybrid term-UL designs. Lower-cost guarantees for a set period with flexibility later.
Optional guaranteed death benefit riders for clients who want certainty.
LTC and chronic illness riders that turn the death benefit into a source of care funding.

IUL can support supplemental retirement income, education funding, or affordable protection with accumulation potential.

How to use this in your practice

Offer clients a review of existing coverage. Compare in-force illustrations to current alternatives, and consider whether new underwriting makes sense given their health. Any replacement must be in the client’s best interest and follow state replacement rules. We can help you compare carrier offerings and design cases.

Frequently asked questions

What features do newer life insurance policies offer?

Common features include accelerated benefits for chronic, critical or terminal illness, indexed crediting, hybrid term-UL designs, flexible guarantees and LTC riders.

Should clients replace older life insurance policies?

Not automatically. A replacement must be in the client’s best interest, considering health, surrender charges, new contestability periods and cost. A review is the first step.

What is indexed universal life insurance?

A universal life policy that credits interest based on a market index, subject to caps or participation rates, with a floor that protects against index losses.

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Reviewed by Tim Fuller on 2026-09-26

Tim Fuller

President, SRS Inc.

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Term/UL Hybrid Products: An Option for Clients With Underperforming Policies

September 26, 2026December 23, 2020 by Tim Fuller

A policy review is one of the best ways to open a conversation with a new or existing client. Many older universal life policies are underperforming and may need higher premiums to stay in force. Term/UL hybrid products can give those clients a more affordable path forward.

Key takeaways

Many older universal life policies are underperforming, and some are in danger of lapsing without higher premium payments.
Term/UL hybrids combine the flexible premiums of universal life with the affordability of term, and many accept a single premium from a 1035 exchange.
Moving cash value before it’s exhausted can help a client lower ongoing premiums, buy a paid-up policy or secure more death benefit.

Before cash values are exhausted paying for an already unaffordable policy, show clients how a 1035 exchange could put that money to better use.

Why policy reviews open doors

When you review a client’s existing coverage, you’ll often find a policy performing well below its original illustration. Many universal life policies were sold assuming higher interest crediting rates, and some now require larger premiums to avoid lapse. Clients on fixed incomes may struggle to keep paying even the original premium. For timing and warning signs, see older UL policies at risk of lapse.

How term/UL hybrid products work

Term/UL hybrids are universal life policies designed to compete on price with term. They typically combine:

Flexible premiums, including a single payment funded by a 1035 exchange, which a traditional term plan can’t accept.
Guarantee periods that commonly run 10, 15, 20 or 30 years.
A longer secondary guarantee that, on some products, can extend coverage as far as age 121 if the client pays a higher premium, without new medical or financial underwriting.

Product designs vary by carrier, so confirm current features and availability before you present one.

Using a 1035 exchange

A 1035 exchange lets a client move cash value from an existing life policy into a new one without triggering income tax on the gain, provided the exchange is done correctly. With a hybrid, that cash value can be used to:

Lower the client’s ongoing premium
Purchase a paid-up policy
Secure a greater death benefit for the same outlay

Learn more about when a 1035 exchange makes sense.

Before you recommend a change

Request an in-force illustration of the current policy at current and guaranteed assumptions.
Compare surrender charges, any outstanding loans and the client’s current insurability.
Keep the old policy in force until the new one is approved and issued.
Document why the change is in the client’s best interest and follow state replacement rules.

Our life sales desk can help you compare options side by side.

Frequently asked questions

What is a term/UL hybrid life insurance policy?

It’s a universal life policy priced to compete with term. It offers guarantee periods like term, such as 10 to 30 years, plus flexible premiums and, on some products, the option to extend coverage later without new underwriting.

Can I 1035 exchange an old UL policy into a term/UL hybrid?

Often, yes. Many hybrids accept a single premium from a 1035 exchange, which traditional term can’t. The exchange must be done properly to avoid tax on any gain, and the new policy should be issued before the old one is surrendered.

How do I know if a client’s UL policy is at risk of lapsing?

Order an in-force illustration at current and guaranteed assumptions. If it shows the policy lapsing before the client’s life expectancy at the current premium, it’s time to discuss options.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-26

Tim Fuller

President, SRS Inc.

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Is It Time to Upgrade Your Client’s Life Insurance Policy?

“Old insurance” vs. “new insurance”

What a policy review can uncover

Cash value as part of the retirement picture

How to start the conversation

Frequently asked questions

Tim Fuller

We’re Here to Help

The Roth IRA and its limits

Feature-by-feature comparison

Design matters

Where it fits: executive bonus plans

Frequently asked questions

Tim Fuller

We’re Here to Help

Tim Fuller

We’re Here to Help

Tim Fuller

Tim Fuller

Tim Fuller

Tim Fuller

Tim Fuller

Tim Fuller