Opportunities For 2013

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RETIREMENT • INVESTMENTS • INSURANCE

ING Life Companies

Opportunities For 2013

Retirement - Life Insurance - Investments 1

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For agent/registered representative use only. Not for public distribution. CN1218-6659-0114

Disclosure

The ING Life Companies and their agents and representatives do not give tax or legal advice. This

information is general in nature and not comprehensive; the applicable laws change frequently and

the strategies suggested may not be suitable for everyone. Each taxpayer should seek advice from

his or her tax and legal advisors regarding their individual situation.

These materials are not intended to and cannot be used to avoid tax penalties; and they were

prepared to support the promotion or marketing of the matter addressed in this document.

Many life insurance products have some flexibility in structuring the face amount, riders, premium

and cash values. Therefore, it is important that you consider your client’s particular needs,

circumstances and goals carefully, and discuss them at length before recommending any life

insurance product.

All guarantees are based on the financial strength and claims paying ability of the issuing insurance

company, who is solely responsible for all obligations under its policies.

Life insurance products are issued by ReliaStar Life Insurance Company (Minneapolis, MN),

ReliaStar Life Insurance Company of New York (Woodbury, NY) and Security Life of Denver

Insurance Company (Denver, CO). Variable universal life insurance products are distributed by ING

America Equities, Inc. Within the state of New York, only ReliaStar Life Insurance Company of New

York is admitted and it's products issued. All are members of the ING family of companies

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Disclosure

ING Indexed Universal Life - Global Choice (ING IUL-Global Choice), policy form #1186-09/12, ING Indexed

Universal Life - Global (ING IUL-Global) policy form series #1180-12/09 and ING Indexed Universal Life –

Global Plus (ING IUL-Global Plus), policy form series #1182-12/10 have an equity indexed feature, varies by

state and may not be available in every state. Not available in New York. They are issued by Security Life of

Denver Insurance Company (Denver, CO), a member of the ING family of companies. The index cap and

index participation rate are subject to change for new index blocks.

These policies contain an index-linked crediting strategy that is calculated based on changes in external

indexes. While policy values may be affected by the external indexes, the policy is not an investment in the

stock market and does not participate in any index fund, stock or equity investments. These unmanaged

indexes are not intended to represent specific investments. Investors cannot invest directly in an index. Past

performance is not guarantee of future results.

Product’s actual features and benefits, expenses, loads and charges, may vary from client to client and will

impact the values shown. Products are not identical, and the products specific features and the client’s use

of those features will impact long term policy performance.

Registered and/or variable insurance products are offered by prospectus only. To solicit registered and/or

variable insurance products you must be appointed with the issuing insurance company and be a registered

representative of a broker-dealer that has a current selling agreement with the issuing company; variable

insurance products may also require you to obtain a variable insurance product line on your insurance

license.

Before investing, your clients should carefully consider their need for life insurance coverage and

the charges and expenses of the variable universal life insurance policy. They should also consider

the investment objectives, risks, fees, and charges of each underlying variable investment option.

This and other information is contained in the prospectuses for the variable universal life insurance

policy and the underlying variable investment options. Obtain these prospectuses for your client by

calling 877-253-5050 or from www.ing-usa.com. Your clients should read them carefully before

investing.

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Disclosures

The S&P 500® Index is an Index of the stock performance of 500 publicly traded companies that

does not reflect the dividends payable on the underlying stocks. ―Standard & Poor’s®,‖ ―S&P®,‖

―S&P 500®‖ are registered trademarks of Standard & Poor’s Financial Services LLC and have been

licensed for use by Security Life of Denver Insurance Company. The Policy is not sponsored,

endorsed, sold or promoted by Standard & Poor’s and Standard & Poor’s makes no representation

regarding the advisability of investing in the Policy.

EURO STOXX 50® Index – An Index of blue-chip stocks that are represented by 50 stocks covering

the largest sector leaders in the EURO STOXX 50® Index. It does not reflect dividends payable on

the underlying stocks. STOXX Limited, Zurich, Switzerland and its licensors (the ―Licensors‖) have

no relationship to Security Life of Denver Insurance Company (―Security Life‖), other than the

licensing of the EURO STOXX 50® Index and the related trademarks for use in connection with the

ING Indexed Universal Life – Global Choice (―ING IUL-Global Choice‖) insurance policy. STOXX and

its Licensors do not: (1) Sponsor, endorse, sell or promote the ING IUL-Global Choice policy; (2)

Recommend that any person invest in the ING IUL-Global Choice policy or any securities; (3) Have

any responsibility or liability for or make any decisions about the timing, amount or pricing of the ING

IUL-Global Choice policy; (4) Have any responsibility or liability for the administration, management

or marketing of the ING IUL-Global Choice policy; or (5) Consider the needs of the ING IUL-Global

Choice policy or the owners of the ING IUL-Global Choice policy in determining, composing or

calculating the EURO STOXX 50® Index or have any obligation to do so.

(5)

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Disclosures

The Hang Seng Index (the ―Index‖) is published and compiled by Hang Seng Indexes Company Limited pursuant to a license from Hang Seng Data Services Limited. The mark and name ―Hang Seng Index‖ are proprietary to Hang Seng Data Services Limited. Hang Seng Indexes Company Limited and Hang Seng Data Services Limited have agreed to the use of, and reference to, the Index by Security Life of Denver Insurance Company (―Security Life‖) in connection with this Indexed universal life insurance policy (the ―Policy‖), BUT NEITHER HANG SENG INDEXES COMPANY LIMITED NOR HANG SENG DATA

SERVICES LIMITED WARRANTS OR REPRESENTS OR GUARANTEES TO ANY BROKER OR HOLDER OF THE POLICY OR ANY OTHER PERSON (i) THE ACCURACY OR COMPLETENESS OF THE INDEX AND ITS COMPUTATION OR ANY INFORMATION RELATED THERETO; OR (ii) THE FITNESS OR SUITABILITY FOR ANY PURPOSE OF THE INDEX OR ANY COMPONENT OR DATA COMPRISED IN IT; OR (iii) THE RESULTS WHICH MAY BE OBTAINED BY ANY PERSON FROM THE USE OF THE INDEX OR ANY COMPONENT OR DATA COMPRISED IN IT FOR ANY PURPOSE, AND NO WARRANTY OR REPRESENTATION OR GUARANTEE OF ANY KIND WHATSOEVER RELATING TO THE INDEX IS GIVEN OR MAY BE IMPLIED. The process and basis of computation and compilation of the Index and any of the related formula or

formulae,constituent stocks and factors may at any time be changed or altered by Hang Seng Indexes Company Limited without notice. TO THE EXTENT PERMITTED BY APPLICABLE LAW, NO RESPONSIBILITY OR LIABILITY IS ACCEPTED BY HANG SENG INDEXES COMPANY LIMITED OR HANG SENG DATA SERVICES LIMITED (i) IN RESPECT OF THE USE OF

AND/OR REFERENCE TO THE INDEX BY SECURITY LIFE IN CONNECTION WITH THE POLICY; OR (ii) FOR ANY INACCURACIES, OMISSIONS, MISTAKES OR ERRORS OF HANG SENG INDEXES COMPANY LIMITED IN THE COMPUTATION OF THE INDEX; OR (iii) FOR ANY INACCURACIES, OMISSIONS, MISTAKES, ERRORS OR

INCOMPLETENESS OF ANY INFORMATION USED IN CONNECTION WITH THE COMPUTATION OF THE INDEX WHICH IS SUPPLIED BY ANY OTHER PERSON; OR (iv) FOR ANY ECONOMIC OR OTHER LOSS WHICH MAY BE DIRECTLY OR INDIRECTLY SUSTAINED BY ANY BROKER OR HOLDER OF THE POLICY OR ANY OTHER PERSON DEALING WITH THE POLICY AS A RESULT OF ANY OF THE AFORESAID, AND NO CLAIMS, ACTIONS OR LEGAL PROCEEDINGS MAY BE BROUGHT AGAINST HANG SENG INDEXES COMPANY LIMITED AND/OR HANG SENG DATA SERVICES LIMITED IN CONNECTION WITH THE POLICY IN ANY MANNER WHATSOEVER BY ANY BROKER, HOLDER OR OTHER PERSON DEALING WITH THE POLICY. Any broker, holder or other person dealing with the Policy does so therefore in full knowledge of this disclaimer and can place no reliance whatsoever on Hang Seng Indexes Company Limited and Hang Seng Data Services Limited. For the avoidance of doubt, this disclaimer does not create any contractual or quasi-contractual relationship between any broker, holder or other person and Hang Seng Indexes Company Limited and/or Hang Seng Data Services Limited and must not be construed to have created such relationship.

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What Does This All Mean?

6

Save

Protect

People Need to

Save More

Risk of higher taxes and

less benefits in the future

Prompt

We Need to

Educate

Clients,

so They Act

BEFORE

it is Too

Late !

People Need to

Protect More

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2013 – Our Focus

Training and Education

7

ACCUMULATION & PROTECTION

Term Insurance Foundation

• Leverage E-Delivery and other E-Solutions

• Maintain solid cycle times

Current Assumption Product Opportunities

• ING Protector UL

(policy form 80-100)

• Competitive UL for Death Benefit focused needs

• VUL

• ING IUL-Global Choice

• Middle, Mass Affluent and Affluent Market Solutions

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For agent/registered representative use only. Not for public distribution.

CN1218-6659-0114 8

ING Life Companies:

A Complete IUL Platform

Unique Product Family

IUL Education & Training

Market Segments: Middle, Mass & Affluent

Tools: Percentiles Calculator

Index Reporting

Concierge Service

Comprehensive End-to-End Platform

Market

Segents

Tols

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Guideline

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

Three Index

Strategies



Early Cash

Value Rider



Traditional

Loans



Combination of

Strategies



Long-term

Accumulation

Potential



Select Loans

9

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INDEXED UNIVERSAL LIFE

First IUL was 1968 – Not as new as you think .

There have been several generations already.

Some are better than others.

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SINGLE

INDEX

The

Beginning

Multi- Index

Several Indices

You Choose

Multi-Index

Several

Indices

Carrier

Chooses

Multi-Index

Several Indices

Market

Chooses

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CN1218-6659-0114 12 12

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CN1218-6659-0114 13 13 United States 49% Japan 10% Other Pacific 6% United Kingdom 10% Other Europe 20% Canada 5%

Percentage of World Stock

Market Capitalization

It is a BIG WORLD out there - 51% Non US!

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CN1218-6659-0114 14 14

Best

2nd Best

Worst

THE USA IS NOT ALWAYS THE WINNER

70's

80's

90's

00's

1970-2010

Canada

11.00%

11.70%

9.90%

9.20%

10.70%

Europe

8.60%

18.50%

14.50%

2.40%

10.70%

Pacific

14.80%

26.40%

0.50%

-0.30%

10.00%

EAFE

10.10%

22.80%

7.30%

1.60%

10.10%

USA

5.90%

17.60%

18.20%

-0.90%

10.00%

WORLD

7.00%

19.90%

12.00%

0.20%

9.60%

Long Term Returns for the different parts of the World are remarkably similar

However, there is significant difference from decade to decade!

The U.S. Is Not Always the WINNER!

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CN1218-6659-0114 15 15

WHAT IF…

THERE WAS A WAY TO

CAPTURE JUST

THE BEST PERFORMANCE

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Global Indexed Strategies

Available in 2 Year and 5 Year strategies

Both the 2 Year and 5 Year Indexed Strategies use the following

indexes: S&P 500®, EURO STOXX 50®, Hang Seng Index

After each 2 Year or 5 Year index crediting period, a portion of the two

top indexes are used in the Index Credit calculation as follows:

• 75% of the highest Index Change Rate; plus

• 25% of the next highest Index Change Rate;

• 0% of the lowest Index Change Rate

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Global Indexed Strategies

These unmanaged Indexes are not intended to represent specific investments. Investors cannot invest directly in an Index. Past Index

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CN1218-6659-0114 18

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Guideline

www.ing-presentations.intranet



Three Index

Strategies



Early Cash

Value Rider



Traditional

Loans



Combination of

Strategies



Long-term

Accumulation

Potential



Select Loans

19

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CN1218-6659-0114 20

Select Loans

• Select Loans are policy loans in

which an amount equal to the loan is

added to the policy Loan Amount while

also remaining in the Fixed Strategy

and/or Indexed Strategy as elected by

the policy owner

-

Interest rate charged on the Loan Amount on Select Loans* is

fixed at 6.0% per year (current and guaranteed)

-

Allows access to policy values while still enjoying the growth

potential offered by ING IUL-Global Choice.

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Guideline

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CN1218-6659-0114 21

Select Loans

The Risk in a Picture

Crediting rates and Index credits less than 6% have a negative spread

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22

Education - A Necessary Foundation

Learning Critical Product Basics

• How IUL Really Works, and How to Illustrate and Compare

Understanding The Power Of Global

• Leveraging the Power of ING IUL-Global Choice

Utilizing ING’s

Accumulation and Protection Platform

• Critical Capabilities Beyond the Product

Aligning To Market Segment Solutions

• Environmental Changes To Prompt Clients to Act Now

• Positioning for Middle, Mass Affluent and Affluent Markets

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IUL - Multiple Market Opportunities

Middle Market

(protection & retirement)

• Term and IUL Combo

Mass Affluent Market

(retirement)

• S.O.L.A.R. (Self Owned Life And Retirement) Insurance Arrangement

• Employer /Business Owner funded approaches

• Employee / Individual funded approaches (401k look-alike)

Affluent Market

(estate planning & asset management)

• Leverage sales (premium and private financing)

• Non-Leverage sales with tax advantaged asset (cash value)

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IUL Tools – Percentile Guide

24

Tools

_{Compare indexing}

strategies fairly

Historical percentile rates do not and should not be used to predict

index credit rates in the future. Past performance does not

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Guideline

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For agent/registered representative use only. Not for public distribution. CN1218-6659-0114 25

Tools

When you want to compare

a specific rate…

IUL Tools

Hypothetical Index Strategy Calculator

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Retirement Security Isn’t About Our Assets;

It’s About Our Income

—

We can’t spend our assets, we need to convert

them into something we can spend first

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CN1218-6659-0114 27

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What are the ideal attributes of

a retirement plan

Pre Tax Deposits

Tax Deferred Growth

Tax Free income

What is your retirement account worth if you die before

retirement?

• Your retirement plan is broken!

• Life Insurance can provide spouse with a

definitive answer

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Summary

Taxable

Bucket

Tax-Deferred

Bucket-Qualified

Accounts

Tax Deferred

Bucket-

Other Assets

Tax-Free

Bucket

Money In—

Deposits

After Tax

Pre-Tax

After-Tax

Growth

Immediate

Tax—No

Deferral

Tax-Deferred

Money Out–

Deposits

Tax-Free

Fully Taxed

Tax-Free

Money

Out-Growth

Fully Taxed

_{Vary By Asset}

Tax Rates

Tax-Free

(30)

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Roth IRA alternative

What do people like about the Roth IRA?

• After Tax Dollars

• Grows Tax Deferred

• Tax Free Income

• No Required Distributions

• Spousal Rollover

What don’t people like about the Roth IRA?

• Nothing!! Except the Mass affluent can’t qualify.

• Anybody that doesn't qualify for a Roth IRA, LOVES

the Roth IRA.

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CN1218-6659-0114 31

Retirement Solutions

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CN1218-6659-0114 32

Retirement Extra using Life Insurance

Pretax equivalent of $104,447

45 Male, Preferred Nonsmoker

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CN1218-6659-0114 33

WHAT ARE THE 4 USES OF SOLAR?

SOLAR For The Key Employee Benefit

SOLAR For The S-Corp, LLC Or LLP Owner

IRA RESCUE 72(t)

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CN1218-6659-0114 34

SOLAR FOR THE KEY EMPLOYEE’S BENEFIT

Not Subjected To The Company’s Creditors

No Cost To Employee

Who Can Participate?

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Key Employee

Key Employee Receives Bonus Of $20,000 for

20 years

Employee is in a 35% Tax Bracket

Retirement Age 65

Retirement Income For 25 Years

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CN1218-6659-0114 36

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CN1218-6659-0114 37

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CN1218-6659-0114 38

SOLAR FOR THE SMALL BUSINESS OWNER

What Is The Number 1 Question The Owner Of A Small

Business (S-Corp, LLP, or LLC) Ask Their Advisors??

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CN1218-6659-0114 39

SMALL BUSINESS OWNER

Male Age 50, Preferred Non Tobacco

40% Tax Bracket

Pay $100,000 Per Year For 15 Years

Retire At Age 70. Take Retirement Distributions For 20 Years

Minimum Face Amount, Increasing And Optimal Switch

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CN1218-6659-0114 40

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CN1218-6659-0114 41

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CN1218-6659-0114 42

According to the Investment Company Institute, there is

about $4.7 trillion invested in IRA’s

IRA Distributions are income taxable at receipt

Those taxes are not known at this time

If desired, the client could borrow money from the ING

IUL-Global Plus policy to pay the income taxes owed on

the IRA distributions.

ING IUL Global Plus provides death benefit protection

and a resource to pay income taxes that may be due

A complete assessment of the client's financial situation should be performed with the client's tax advisor and should include several important considerations, such as if the amount or method of payment changes, the 10% penalty applies retroactively, Federal and State ordinary income taxes are still applicable, there is a possibility your client could exhaust their retirement account early, and any Internal Revenue Code Section 72(t) distribution payment over the free withdrawal provisions of the existing contract or investment may be subject to surrender charges, should be reviewed with your client when considering this option.

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CN1218-6659-0114 43

SOLAR IRA RESCUE 72(t)

Male 50, Preferred Non Tobacco, 35% Tax Bracket

His Current IRA Balance Is $300,000.

He Is Going To Take A 72(t) Distribution For 10 Years.

At Age 60, He Will Then Liquidate The Rest Of His IRA

Over The Next 10 Years.

(44)

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CN1218-6659-0114 44

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CN1218-6659-0114 47

SOLAR IRA RESCUE RMD

Male Age 65, Preferred Non Tobacco

Current IRA Balance of $1,000,000

Does Not Need IRA For Retirement And Would Like To

Pass It On To His Children.

35% Tax Bracket

(48)

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SOLAR IRA RESCUE RMD

(49)

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Roth IRA alternative

What do people like about the Roth IRA?

• After Tax Dollars

• Grows Tax Deferred

• Tax Free Income

• No Required Distributions

• Spousal Rollover

What don’t people like about the Roth IRA?

• Nothing!! Except the Mass affluent can’t qualify.

• Anybody that doesn't qualify for a Roth IRA, LOVES

the Roth IRA.

(50)

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CN1218-6659-0114 50

Retirement Solutions

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Information – Keep Clients Informed!

52

Reporting

_{Monthly report for policyholders}

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ING Global Life Concierge

53

Concierge



Answers questions about your client’s

policy during the accumulation phase

regarding premiums, loans, illustrations,

distributions and more.



Trained to maximize your client’s policy

distributions to supplement income during the

distribution phase while lessening the risk of

policy lapse.



Trained to lessen the risk of negative

income tax consequences for your clients.

* We reserve the right to change or modify this program at anytime in the future.

Count on a

Dedicated Service Team

ING’s

commitment is to

provide you and

your client

customized

retirement income

analysis and we

monitor those

distributions

annually.

(54)

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Unlike annuities which have no hidden hazards in the

event of lapse – Life Insurance can be subject to

―PHANTOM INCOME‖

The ING Concierge Unit is available to help clients

manage and maximize income from policies and avoid

phantom income.

Why?

(55)

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The Problem

Illustration systems easily solve for the maximum income for

an assumed illustrated crediting rate.

This illustration has absolutely nothing to do with what

can be taken out of a policy!

This presents a serious problem for the Client, the Agent and

the Carrier.

(56)

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Example

Original Illustration:

M45 PNT - $25,000 annual premium to age 65

Distribution age 66 – 85 (traditional loans only)

ING IUL-Global Choice

2-year point to point Global Index Strategy

Unlimited Cap / 0% floor / 55% participation

7.4% illustration rate

CSV at age 65 = $920,389

Annualized distribution $84,500 (percent of CV at age 65 = 9.18%)

(57)

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Here We Are at Retirement Age 65

Let’s assume we had an un-eventful accumulation period. We have

arrived at retirement with $920,389 in cash surrender value.

The client picks up the original illustration out of his slightly musty file

and sends a note to the insurance carrier to start sending him $84,500

every year.

What happens if the future crediting rate averages 7% over 10 year

periods instead of the 7.4% assumed in the original illustration?

(58)

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Insert 10 year hypothetical index return rates - Repeat

Hypothetical Index Credit Rates

Year

Illust. Rate

(59)

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If We Leave The Client On His Own!

BIG PROBLEM!

$84,500 Client Takes Projected Income

Lapses at age 85

$1,654,569 income received

- 500,000 cost basis

$1,154,569 Taxable Income

$461,827 Tax due at 40% bracket

(60)

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CN1218-6659-0114

60 Concierge – Distribution Options

Original Distribution Results

• Income age 66 to 84

$84,500

• Income age 85 $49,069

• LAPSED age 85

Total Income $1,605,500

20 year Avg Income $80,275

Age 121 CV LAPSED

Age 121 DB LAPSED

Taxable Inc $1,154,569

Tax @ 40% $461,827

Resolve Level Distribution

• Income age 66 to 85

$82,677

Total Income $1,653,540

20 year Avg Income $82,677

Age 121 CV $1,008

Age 121 DB $1,008

Taxable Inc none

Tax @ 40% none

Original Distribution Results

with OLP Rider

• Income age 66 to 83

$84,500

• Income age 84 $61,470

• Income age 85 $4,607

Total Income $1,587,077

20 year Avg Income $79,353

Age 121 CV $0

(61)

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Guideline

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CN1218-6659-0114

61 Concierge - Annual Managed Re-Solve

Original Distribution Results

Total Income $1,605,500

20 year Avg Income $80,275

Age 121 CV LAPSED

Age 121 DB LAPSED

Taxable Inc $1,154,569

Tax @ 40% $461,827

Resolve Level Distribution

Total Income $1,653,540

20 year Avg Income $82,677

Age 121 CV $1,008

Age 121 DB $1,008

Taxable Inc none

Tax @ 40% none

Managed Distribution Results

Age Dist Age Dist

66 80,000 76 80,000

67 80,000 77 80,000

68 80,000 78 80,000

69 80,000 79 84,500

70 80,000 80 82,500

71 84,500 81 84,500

72 80,000 82 80,000

73 84,000 83 84,500

74 80,000 84 84,500

75 84,500 85 84,500

86 80,000

Total Income $1,718,000

20 year Avg Income $81,900

Age 121 CV $1,008

Age 121 DB $1,008

Taxable Inc none

Tax @ 40% none

• Income range from

$80,000 to $84,500

• Income extended

one year longer

• Higher total income

• Policy stays inforce

(62)

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WHAT ABOUT

SELECT LOANS?

(63)

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SIMILAR – DIFFERENT - VOLATILE

Historically, Select Loans are positive 65% to 75% of the time. They

may be worthwhile.

Select Loans will result in more volatile income streams than is show in

illustrations.

If you have support, a ―Concierge Unit‖, in ING’s case, you can work

with Select Loans.

IF YOU DON’T - DISASTER AWAITS!!!

(64)

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Concierge Unit – Extremely Important

Leaving a Client on their own is

Dangerous.

―Concierge‖ is Necessary for all Leverage Sales.

If Your Carrier Can’t or Won’t Do It - You Must!

Take it Seriously!

(65)

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Guideline

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ING Life Companies sends reminder to Client Annually.

Client & Concierge Unit Agree on Assumptions.

Annual Re-Solve is Done to Maximize Income.

Start With Original Sales Assumptions – or

Use More Conservative Assumptions.

65

(66)

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THE A.P.P.

66

Download

Icon to iPad!

www.

lifeproductavenue

.com

66

(67)

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(68)

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(69)

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Life Insurance a Great Solution

ING’s Accumulation and

Protection Platform ~

The complete IUL

Package

(70)

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THANK YOU!

Questions?