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Life Insurance Review Is Your Coverage Keeping Pace with Your Life Changes? A life insurance sales presentation PRESENTED BY: [Presenter, Designations]

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Presentation on theme: "Life Insurance Review Is Your Coverage Keeping Pace with Your Life Changes? A life insurance sales presentation PRESENTED BY: [Presenter, Designations]"— Presentation transcript:

1 Life Insurance Review Is Your Coverage Keeping Pace with Your Life Changes? A life insurance sales presentation PRESENTED BY: [Presenter, Designations] [Title] [Company/Firm] [<ST> Insurance License <Number>] Good [morning/afternoon]! My name is [Name]. I am a/an [title] with [Company/Firm]. I am going to help you understand what you can do to help make sure your life insurance keeps up with your life. [Independent Producer with a Prudential Selling Agreement. I am an independent insurance producer. I sell life insurance products of Prudential Financial’s affiliated life insurance companies. This is in addition to other life insurance companies’ products. I am authorized to sell and service certain life insurance products of Prudential Financial’s companies as well as use this material. Independent Organization with a Prudential Selling Agreement. [Name of Organization] is an independent organization and is not an affiliate of Prudential Financial. [Name of Organization] sells life insurance products of Prudential Financial’s affiliated life insurance companies . This is in addition to other life insurance companies’ products. [Name of Organization] is authorized to sell and service certain life insurance products of Prudential Financial’s companies as well as use this material.  Include when Producer is working under a DBA. [DBA firm's name] is not an affiliate of Prudential Financial.] [DBA firm’s name] sells insurance products of Prudential Financial's affiliated insurance companies. This is in addition to products of non-affiliated insurance companies. Financial Planners/Investment Advisory Services and Products Disclosure. Investment advisory services are offered as a representative of Prudential Financial Planning Services, a division of Pruco Securities, LLC (member SIPC). If a Financial Advisor I offer investment advisory services through Pruco Securities, LLC (Pruco), doing business as Prudential Financial Planning Services (PFPS), pursuant to separate client agreement. Offering insurance and securities products and services as a registered representative of Pruco, and an agent of issuing insurance companies If a Financial Planner I offer financial planning and investment advisory services through Pruco Securities, LLC (Pruco), doing business as Prudential Financial Planning Services (PFPS), pursuant to separate client agreement. Offering insurance and securities products and services as a registered representative of Pruco, and an agent of issuing insurance companies ] NOT FOR USE IN CA OR MA Ed 07/2016 Ed. 07/ Exp. 03/01/2018

2 Agenda Why review your policy?
What new possibilities can life insurance offer? What will a policy review do for you? What else should you consider? To do that, we will discuss what a policy review is. You will hear what to look for during review. We will talk about why it’s important to review your policy. We will take a look at your personal situation. We will also look at external factors that make reviewing your life insurance a good idea. Since some of the external factors include newer benefits available on some life insurance policies, we’ll talk about some of those, too. I will also talk about a few things to be careful about when you want to change your coverage. At the end, please ask me any questions you may have.

3 Why Review Your Policy? Review all the life insurance policies you have. Individual. (You bought it yourself.) Group. (Usually through your workplace.) Determine if they still make sense. Do you have enough? Do you have the right kind(s)? So, what is a policy review? A policy review is a review of all the policies that you have. Its goal is to help you make sure that your policies are keeping pace with your life. It can suggest that you modify or add to your coverage, or that no change is needed at all. It is a good idea to have all the life insurance policies you own reviewed by an insurance professional. Here is why. Think back to when you bought each policy you own.. Be sure to include your individual policies. These are policies you bought through an agent or a broker. And think about any policies you have through work. This is called group life insurance. Do you remember its benefits or why you purchased it? Now, consider if you still need it for that reason. I s there something else you need from it? Do you have the right kind of life insurance for your current needs?

4 Why Review Your Policy? Reasons for life insurance.
Provide a death benefit for your loved ones to help: Replace your income. Keep their home. Continue their educations. Pay your last expenses. Still be able to retire as planned. Continue a small business. Consider whether each policy is still serving its purpose. Remember that life insurance is not really for you. It’s for “them.––the people who depend on you for: Your income. Education or retirement savings. The things you do that they’d need to pay someone else to do. Uses: Income. Shelter. Education. Last Expenses, like funeral costs and medical expenses. Retirement. Business Continuation. Care for a child or relative with special needs.

5 Why Review Your Policy? Needs tend to change as your life changes
Starting out Getting established Established Mature Credit card debt. Student loans. Car payments. Housing expenses. Savings. Wedding expenses. Family financial obligations. Home purchase. Housing expenses. Tuition expenses. Retirement planning. Financial security concerns. Family financial obligations. Maximizing accumulations. Retirement savings. Second home purchase. Tuition expenses. Pre-retirement planning. Parents and other family financial obligations. Remarriage/second family/younger children. Retirement income. Estate preservation. Health care costs. Inflation risks. Parents and other family financial obligations. Remarriage/second family/younger children. As you go through life, your needs tend to change. Your budget may also change. Here are some examples of what may be typical as people go through life. . [Read a few.] This is why it’s important to review your life insurance coverage. If you bought it while you were just starting out and are now established, how much has changed?

6 Why Review Your Policy? What has changed in your life? Marital status.
Home ownership. Children. Other dependents. Let us zoom in on what might have changed since you first got life insurance. Have you had changes in any of these things? Marital status. Have you gotten married? Divorced? Lost a spouse or partner? Home ownership. Do you have a new or bigger house? Or a smaller home? Children. Do you have more kids? Or has their dependence on you changed? Other dependents. Are you taking care of, a parent or other family member? Do you think you may need to later on?

7 Why Review Your Policy? What has changed in your life?
Salary/Income. Employment status. Employment benefits. Health. What about Salary/Income. Are you earning more or less than when you bought your life insurance? Employment status. Employment benefits. Health. Do you have a concern about your health? Has anything come to light in your family history?

8 Why Review Your Policy? What has changed in your life?
Concerns about the future. Goals. Understanding of/comfort with finances. Also consider: Concerns about the future. Has what keeps you up at night changed? Goals. What about your goals and dreams? Understanding of/comfort with finances. Do you know more about personal finance? Do you have more investments?

9 Why Review Your Policy? What has changed around you?
Economy. Medicine and longevity (“Mortality”). Industry. How has your policy been responding/performing? Things outside of your life have changed. These include the economy, medicine, and longevity, also called “mortality.” The life insurance industry has also changed. These things may now have a bearing your life. They may also have changed what is available to you in a life insurance policy. While changes have been happening, what has your life insurance been doing?

10 What New Possibilities Can Life Insurance Offer?
Think back to your first cell phone How does your cell phone today compare? Camera. Calendar. . Wi-Fi capability. Apps. Video. Voice activation. GPS. And the list goes on! Think about how cell phones have changed since 1983. In 1983, Motorola came out with the Dyna-TAC. It was the first commonly used cell phone. It cost about $4,000. And it was strictly used for phone calls. So now … what are cell phone prices and capabilities like today? They are typically under $500. They come with a lot of capabilities like phone, , calendar, internet, video, camera, etc. Much like the cell phone industry, the life insurance industry has changed. Products have have evolved to provide many types of benefits beyond just basic death benefits. These include the potential to accumulate cash value and even benefits if you become disabled or chronically ill. We will get into those benefits more specifically in a moment.

11 What New Possibilities Can Life Insurance Offer?
Longer lives, lower rates. The life expectancy of a 65-year-old in 1970 versus today Innovations in medicine have helped people to live longer. This means better pricing of life insurance.. We call these “mortality improvements.” This graph compares the life expectancy of a 65-year-old in 1970 to one today. In 1970, a 65-year-old man was expected to live another 13 years. By 2014, he is expected to live another 18. A woman of the same age was expected to live another nearly 17 years in Compare that to nearly 20.5 more years in 2014. People living longer lives has meant lower costs for life insurance. Source: National Center for Health Statistics, Health, United States, 2015: With Special Feature on Racial and Ethnic Health Disparities. Hyattsville, MD 11 NOT FOR CONSUMER USE. 11

12 What New Possibilities Can Life Insurance Offer?
How your policy performs. Check your statements. Has the policy outperformed or underperformed the projections? Do you need to change anything? Reduce or increase premium payments or the duration of your payments. The amount of insurance. Are there new life insurance options that fit your goals that may not have been available prior? Have you looked at your annual statements? Do you check on the performance of your policies? Many life insurance policies with cash value accumulation potential either outperform or underperform their projections from the time of purchase. This means you may: Be able to reduce or increase premium payments or the duration of your payments. Consider your life changes. Is the amount you purchased enough? Or is it too much? Consider new life insurance options that may not have been available to you before.

13 What Possibilities Can Life Insurance Offer?
Living Benefits: benefits you can use. Cash value options. Can provide supplemental retirement income. Many types of cash value policies to fit your needs. Access to the cash value through loans and withdrawals.* Optional riders. Accelerate the policy’s death benefit for your needs. Is NOT long-term care insurance. Let us talk more about some recent innovations in life insurance. This includes “living benefits.” Life insurance death benefits are for your beneficiaries. Living benefits are for YOU. You use them, if you want or need to, while living. One of them is accessing the cash value. This is done through loans and withdrawals. Cash value in life insurance is not new. But the different ways to accumulate cash value have changed. Cash value can come in handy. This is especially true if you want to supplement your income in retirement. You need to know that accessing the cash value will decrease the death benefit for your beneficiaries. In some cases, it may be taxable. Talk to your tax advisor before doing so. Another important living benefit relates specifically to your health. A chronic illness could put your finances at risk. If you were to become chronically ill, would a family member be able to come to take care of you? It would be nice if you could reimburse them for doing that. For example, pay their travel costs. Or pay them for taking time off from work? Or have money to build a ramp for your wheelchair or put in a bathroom on the ground floor? An optional rider can help. It can be added to some of our policies. This rider is called the BenefitAccess Rider. Just to be clear, this rider is NOT long-term care insurance. It is also NOT intended to replace long-term care insurance. *Unpaid loans and withdrawals reduce cash values and death benefits, may reduce the duration of the guarantee against lapse, may cause the policy to lapse and may have tax consequences.

14 What New Possibilities Can Life Insurance Offer?
Prudential’s BenefitAccess Rider. Accelerates the death benefit if the insured person becomes chronically or terminally ill and otherwise qualifies. Is an indemnity benefit (no receipts necessary) with no waiting period. Pays for the condition, not the care (unrestricted use of benefits). Can be used to pay family members. Prudential’s BenefitAccess Rider is an optional rider. It accelerates the death benefit. That is, if you become chronically or terminally ill . You must also qualify under the terms and conditions of the rider. Since you’d be using the death benefit, there would be less for your beneficiaries later. Benefits under the rider could even eliminate the death benefit. There’s a lot to know about this rider before you decide to get it. I’ll share some of those details later. Talk to your financial professional and tax advisor about this rider, too. Please see the “Important Information” at the end of this presentation.

15 What Will a Policy Review Do for You?
What to review: Type of insurance. Duration of insurance. Premium amounts and frequency. The importance of cash value. Additional living benefits – riders that can help with chronic illness expenses. Let us take a look at a case study. It is an example, not based on a real person. But first, let us review what we’re looking for when we review life insurance coverage. You want to review and assess the changes in your life against: Type of insurance. Duration of insurance. Premium amounts and frequency. The importance of cash value. Additional living benefits.

16 What Will a Policy Review Do for You?
You may discover: Policy is performing or underperforming to expectations. You could decrease, or have to increase, out-of-pocket premiums. You should consider increasing or decreasing coverage. You need life insurance for a different duration. You might want to add benefits. A policy review may help you discover that: Á Policy Performing or Underperforming to Expectations. You may find that your policy is on track and that your family is protected as you see fit. It may show that your policy is underperforming. You may need to make changes to keep in line with your goals. Decrease or Increase out of Pocket Premiums. It may be possible to use the accumulated cash value in your current policy to reduce future premiums in your current or a new policy. Or you may need to increase premiums to keep the coverage you need. Increase or Decrease Coverage. By taking advantage of the lower average prices across the industry, combined with your accumulated cash value, you may be able to increase your death benefit. This could be for a similar premium. Or, you could decrease coverage and save money on premiums. That is, if your needs have changed. Alter Duration. An in-force illustration may show that coverage won’t last as long as you need, The period can be extended by making changes to your current contract or by buying a new one. Your financial professional can run this type of illustration for you. Your insurance needs may have changed over time. You may no longer need coverage for as long as you once did. Add Other Benefits. Take advantage of living benefits. A rider like Prudential’s BenefitAccess Rider may not have existed when you got your previous policy. If you are thinking about buying a new policy to replace your current coverage, it is important to consider all the benefits of the policies involved. This strategy may not be suitable for someone who has experienced significant changes in health. Think about it with care. PLEASE NOTE: If you are considering purchasing a new policy to replace your current coverage, it is important to consider all the benefits of the policies involved. This strategy may not be suitable for someone who has experienced significant health changes. It requires careful consideration.

17 What Will a Policy Review Do for You?
Case Study. Background information. Sara Smith, 55 years old. Participating whole life policy. Purchased 15 years ago. Life insurance goals. Cash value is not important. Would like better guarantees. Reduce out-of-pocket cost. Chronic illness concerns because of family history. For this illustrative scenario, our client’s name is Sara Smith. Sara is 55 years old. Fifteen years ago, she got a participating whole life policy. At the time, her agent illustrated the current dividend being enough to completely pay the required premium after 10 years. But, since then, that company dramatically decreased their dividends. Now the10-year plan to have dividends pay premiums is extended to 25 years (10 more years from today). Sara’s financial professional does a needs analysis and reviews her existing policy’s performance. She considers other policies that may be a better fit for the needs she has now. Sara would like to look at options that could help reduce her out-of-pocket cost and that have better guarantees. Sara does not want to depend on non-guaranteed policy dividends to meet her projected budget goals. She is also more concerned about the legacy that she will leave to her beneficiaries She is looking for more efficient permanent death benefit coverage. Cash value is not important to Sara. She recently heard of a new life insurance rider from some companies that may allow her to accelerate the death benefit if she gets chronically or terminally ill. She knows she will also have to qualify for such a benefit. Her family has a history of Alzheimer's disease. She is interested in the rider. Let us review the values associated with her current policy. We will also look at the potential improvements she could realize with her financial professional’s proposed scenario. NOT FOR CONSUMER USE.

18 What Will a Policy Review Do for You?
Current policy design Proposed policy design* Net death benefit: $587,138 Death benefit: $750,000 Living benefits None BAR total benefit: Net cash value: $130,000 1035 exchange: Annual premium: $6,375 $3,076 Cost basis: $95,625 Initial DB increase: $162,862 Her current policy values are as follows: (read current policy information) Cost basis is premiums you have paid into the policy. It is a part of your cash value. We can see that Sara had cash value growth of about $35,000 in her old policy. If Sara were to cancel her old policy, her cost basis is generally returned free of tax. But, taxes would be due on the growth. The IRS allows you to do what is known as a 1035 exchange. It allows you to transfer the cash value to a new life insurance policy. This can help you to avoid a tax impact, assuming certain conditions are met (same owner/insured). If there are any policy loans or withdrawals, this can also have a tax impact that should be discussed and considered. The name comes from the part of the tax code that allows this type of “like kind” insurance “exchange.” Her financial professional has recommended that she replace her current whole life policy with a PruLife Universal Protector policy. The policy will include Prudential’s BenefitAccess Rider. Sara will do this through a 1035 exchange. Under these assumptions and the others listed below the example, her current cash surrender value helps her buy a death benefit with the proposed policy of approximately $750,000, guaranteed to age 120. Beyond the $130, exchange amount, which is applied as a single premium, there is an ongoing annual premium of $3,076. This scenario may allow Sara to y reduce her ongoing premium requirements, saving her $3,299 per year that she can apply towards her lifestyle or invest for retirement with her financial professional, It also allows her to increase her initial net death benefit by about $160,000 more than her current coverage. Plus, adding the BenefitAccess Rider may give her the flexibility to access up to 100% of the death benefit, should she become chronically or terminally ill. And, of course, if she qualifies under the rider’s terms. Amounts accessed cannot exceed the maximum monthly benefit under the rider and any BenefitAccess benefits paid will reduce the death benefit leaving less, or none, for her beneficiaries. This comparison is simply a snapshot of the values today. With every life insurance review case, it is very important to compare both policies’ performance over time to determine if the strategy makes long term sense. This comparison can be done by requesting an in-force illustration of the current policy, structured with the same premium payment assumptions as the proposed policy, and comparing it to the proposed illustration. *Assumptions for our hypothetical example: The policy is PruLife® Universal Protector. It is a universal life policy for a female, age 55, Preferred Non-Tobacco with the BenefitAccess Rider (BAR) for 100%, guaranteed to age 120, and assuming zero withdrawals. The issuing company may have the right to contest the policy for misrepresentation or to apply a suicide clause. This is a hypothetical example. Actual client results will vary. NOT FOR CONSUMER USE.

19 What Will a Policy Review Do for You?
Recap. Review your life insurance coverage with a financial professional to: Evaluate your prior insurance choices. Assure your coverage is keeping up with your life. Analyze policy performance and define your goals now. Make necessary changes. Discuss new enhancements. Consider all benefits and consequences. The case study we just went over tells us a lot about what to do. It shows why a policy review can help. Review your life insurance coverage with insurance financial professional to: Evaluate your prior insurance choices. Assure your coverage is keeping up with your changing life. Analyze policy performance and define your goals now. Make necessary changes to existing coverage and overall insurance portfolio. Discuss the evolving insurance industry and enhancements. Consider all of the consequences of changes you make to an existing policy or the possibility of purchasing a new policy.

20 What Else Should You Consider?
New restrictions may apply if you replace a policy. This can include medical underwriting, surrender charges, and a new contestable period. Policies replaced with outstanding loans in excess of cost basis may have income tax consequences if the loan is not fully assumed by the replacing insurance company. Guaranteed universal life products typically result in diminishing cash value. It is important to discuss the potential consequences of replacement or financing for both the existing and proposed coverage with your financial professional. There are some more considerations to keep in mind. Reviewing your life insurance and making changes can have serious benefits or consequences for your finances. A financial professional should not advise that an existing life insurance policy be replaced unless it is in your best interest. The financial professional you work with MUST fully disclose to you the potential consequences of replacement or financing for both the existing and proposed coverage. He or she should also make an appropriate recommendation. Medical underwriting may apply. If it does, the insured will have to be healthy enough to qualify for a sufficient underwriting risk class. A new surrender period and surrender charges may apply. This can impact your liquidity position. The new policy will generally have a new contestable period. So, if death occurs within the first two years after the replacement, the insurance company could contest the claim. if there are outstanding loans on an existing policy that is being replaced, there may been income tax consequences. That is, if the loan balance exceeds the cost basis. Using a guaranteed universal life product will generally result in cash value “erosion” versus “accumulation.”

21 What Else Should You Consider?
More BenefitAccess Rider information Benefit payments reduce the death benefit payable to policy beneficiaries dollar-for-dollar and the policy value proportionately There are criteria to qualify for benefits under this rider. The rider also provides a Terminal Illness Option. If the insured has less than 6 months to live when the Terminal Illness Option is being used, he or she will not qualify for the Chronic Illness Option. I have some important things to tell you about the BenefitAccess Rider. With the rider, you will have access to the policy’s death benefit while you are alive.  If your policy has this rider, and you become chronically or terminally ill and qualify under the terms and conditions of the rider, you will be able to accelerate the death benefit of the policy. You can take this as a stream of income or a lump sum.    To qualify for benefits under the Chronic Illness Option, a licensed health care practitioner must certify that the insured is unable to perform 2 of the 6 activities of daily living. Or certify that there is severe cognitive impairment and that the condition is expected to last until the insured dies. The maximum monthly benefit is the lesser of: 2% of the death benefit. The IRS per diem limit at the time of claim ($340 per day for 2016). The IRS per diem limit at the time of policy issue, compounded at 4% annually. To qualify for benefits under the Terminal Illness Option, the insured must be certified by a licensed health care practitioner as having 6 months or less to live. There is a fee for accelerating under this option. This is an indemnity benefit. Payments will be made directly to you. You decide how to spend the money. In other words, it pays for the condition, not the care. There is also no elimination or waiting period. Once your claim is approved, you can begin receiving benefits. While on claim, the policy is protected from lapse under the rider’s lapse protection feature. You do not have to worry about paying premiums to keep your coverage. If you're on claim for at least 25 months, a permanent lapse protection feature applies. This means you will never have to pay another premium from that point on. And you'll never have to worry about your policy lapsing. It is important to note that, whether rider proceeds are taxable as income or not, depends on a number of factors. These include whether qualified expenses are incurred or reimbursed and if additional benefits are being received under similar contracts. Qualified expenses means costs incurred for the necessary diagnostic, preventive, therapeutic, curing, treating, mitigating, and rehabilitative services, and maintenance or personal care services needed by a chronically ill individual. Also, this is not a long-term care insurance policy. It is a life insurance policy. Under the terms and conditions of the rider, it will allow you to access the death benefit of the policy. That is, if you become eligible for benefits due to chronic or terminal illness. Available for an extra premium. Additional underwriting requirements and limits may apply. Obtaining benefits under the terms of this rider will reduce and may eliminate the death benefit.

22 Important Information
Life insurance policy cash values are accessed through withdrawals and policy loans. Interest is charged on loans. In general, loans are not taxable, but withdrawals are taxable to the extent they exceed basis in the policy. Loans outstanding at policy lapse or surrender before the insured’s death will cause immediate taxation to the extent of gain in the policy. Unpaid loans and withdrawals reduce cash values and policy benefits and negate any guarantee against lapse. Life insurance policies contain exclusions, limitations, reductions in benefits and terms for keeping them in force. Your licensed financial professional can provide you with costs and complete details. All guarantees and benefits of the insurance policy are backed by the claims-paying ability of the issuing insurance company. They are not backed by the broker/dealer and/or insurance agency selling the policy, nor by any of their affiliates, and none of them makes any representations or guarantees regarding the claims-paying ability of the issuing insurance company. “Read Slide”

23 About the BenefitAccess Rider
The BenefitAccess Rider is available for an extra premium. Additional underwriting requirements and limits may also apply. Obtaining benefits under the terms of the rider will reduce and may eliminate the death benefit. Benefits paid under the BenefitAccess Rider are intended to be treated for federal tax purposes as accelerated life insurance death benefits under IRC§101(g)(1)(b). Tax laws related to the receipt of accelerated death benefits are complex and benefits may be taxable in certain circumstances. Receipt of benefits may affect eligibility for public assistance programs such as Medicaid. Accelerated benefits paid under the terms of the Terminal Illness portion of the rider are subject to a $150 processing fee ($100 in Florida). Clients should consult tax and legal advisors prior to initiating any claim. A licensed health care practitioner must certify that the insured is chronically or terminally ill to qualify for benefits. Chronic illness claims will require recertification by a licensed health care practitioner. Other terms and conditions may apply. This rider is not Long-Term Care (LTC) insurance and it is not intended to replace LTC. The rider may not cover all of the costs associated with chronic or terminal illness. The rider is a life insurance accelerated death benefit product, is generally not subject to health insurance requirements, and may not be available in all states. Access to policy withdrawals is restricted during periods in which BenefitAccess Chronic Illness benefit payments are being made. 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. “Read Slide”

24 Important Information
The BenefitAccess Rider is available on certain life insurance policies that are issued by Pruco Life Insurance Company except in New York where, if available, they are issued by Pruco Life Insurance Company of New Jersey. Both are Prudential Financial companies located in Newark, NJ. Each is solely responsible for its own financial condition and contractual obligations. The rider form number for the BenefitAccess Rider varies by underlying insurance product and is either VL 145 B-2013, ICC13 VL 145 B Some rider form numbers may be followed by a state code. PruLife Universal Protector is issued by Pruco Life Insurance Company in all states, except in New York, where it is issued by Pruco Life Insurance Company of New Jersey. Both are Prudential Financial companies located in Newark, NJ. Each is solely responsible for its own financial condition and contractual obligations. The contract number is ULNLG-2016 or ICC 16 ULNLG-2016. 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. Investment and Insurance Products: Not Insured by FDIC, NCUSIF, or Any Federal Government Agency. May Lose Value. Not a Deposit of or Guaranteed by Any Bank, Credit Union, Bank Affiliate, or Credit Union Affiliate. Prudential, the Prudential logo, and the Rock symbol are service marks of Prudential Financial, Inc. and its related entities. “Read Slide”

25 Thank You Q A & What questions do you have?


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