1. Welcome to the 2017 HighCap Financial Sales Forum
J. Craig Collins
Senior Vice President, Business Development and Head of HighCap Financial

2. Welcome to

7. HighCap Financial Advisory Board
Attending
Rich Connolly
Vince Gianatasio
Dan Smith
Mark Thomas
Not Attending
Jon Christie
Harry Graves
John Josten

8. The Winds of Change

10. Regulation Nation

13. Issuing Carriers Affected Range of COI Rate Increase
Recent COI Changes
Issuing Carriers Affected
Range of COI Rate Increase
Transamerica
5%-47%
Banner life
William Penn
10%-200%
Reassure America
30%-40%
US Financial Life
6%-40%
Reliastar
Security Life of Denver
5%-45%
AXA Equitable
27%-68%
21%-100%
Conseco
Info not available
Lincoln Life & Annuity Co. of NY
14%-52%
Lincoln National Life Insurance Co.
Phoenix Life

14. Overcrowding Banks, Wirehouses, CPAs & Attorneys
Carriers Direct to Consumers
Amazon & Google
Robo-Advisors

15. Robo-Insurance
“Robo-advisers – online wealth management services that provide automated algorithm-based advice without the use of human financial planners – could offer life insurance products within the next 5 to 10 years, according to research by Life Insurance International (LII).”
Life Insurance International
Life Insurance 2026: Rise of the Rob-Advisors
January 27, 2016
“The rising tide of digital insurance information will prompt consumers to look for a select group of trustworthy and credible sources. Advisors need to build strong relations with their customers, through regular contact, a deep understanding of their requirements and the provision of tailored products and services, to establish themselves as trusted and informed providers of information.”
Accenture
Robo-Advisors Will Force Insurance Agents and Brokers to Up the Game
February 15,2017

17. Trump Tax Reform Proposal
Individual Taxation
Move from 7 to 3 income tax brackets at lower overall rates
Eliminate most itemized deductions in favor of a larger standard deduction
Business Taxation – reduce tax rates and complexity
Estate & Gift Taxation – eliminate “death taxes”

18. Estate Tax History Year Legislative Action 1902 Estate Tax Repealed
1916
Estate Tax Re-enacted
1930
Estate Tax Reformed
1976
Estate and Gift Taxes Unified
1981
Estate Tax Amendment
2001
2010
2011
2013
Estate Tax Sunset and Revision

19. Technology Role of Big Data
Predictive Analytics: Price vs. Convenience
Don’t want to be on the wrong side

20. BABY BOOMERS
VS. MILLENIALS

21. “I know there’s a pony
in here somewhere!”

22. Facts About Life
Individual life insurance ownership = 44%, $12T opportunity for under and uninsured
20% of life insurance owners say they don’t have enough coverage
1 of 3 believe they need more life insurance
45% say they are likely to buy life insurance in the next 12 months
Millennials getting married, buying homes and having children
All reflect need for life insurance
Prefer to buy from an advisor
Needs to be easy to understand
70% say they are interested in purchasing insurance without an exam
Half of carriers have automated underwriting
Life insurance for retirement savings
Top 5 reason
Over half saying it is the reason they own

23. KEEP
CALM
HIGHLAND IS
HERE

24. Failure is not fatal, but failure to change might be.“ “
Failure is not fatal, but failure to change might be.
-John Wooden “

26. Presented by Brian P. Moran
The 12 Week Year
Presented by Brian P. Moran
Sponsored by: