How to Sell Life Insurance with the MetLife Selector

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MetLife Life Insurance Selector

MetLife Life Insurance Selector

Clarifying Life’s Choices


PIPAC LIFE Symposium

October 12, 2010

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New Normal

 Key Benefits

Key Link

Lif I S l t

 Life Insurance Selector

 Three Step Process

 Marketing Materials Marketing Materials


New Normal

 48 million American households feel they need more life

insurance, yet many will not buy for a number of reasons 1

52% find it difficult to decide how much to buy

43% worry about making the wrong decision

 Americans are Underinsured

The average American household has only 4.1 times income protected

in life insurance


in life insurance

Two out of three spouses would suffer a loss in living standards were

their partner to die immediately



New Normal



1990 2000

1970 1980

Whole Life

Whole Life Whole Life Whole Life


Term Term Term

Variable Universal Life

Variable Universal Life

Universal Life

Universal Life

Survivorship Life

Survivorship Life p p


Key Benefits y

What if there were a way to help people understand which life insurance policy is

best for them in an objective manner that is as straightforward and easy as asset

best for them in an objective manner that is as straightforward and easy as asset


To Clients:

Simplifies and demystifies the process

Confident about making the right decision

To Prod cers

To Producers:

Actively engages clients in the product selection process

Makes selling more face amount and more permanent insurance

less difficult

Sets up future term conversions

Sets up future term conversions

Increases producer confidence

Increases new producer productivity


Key Link

The Sales Process:


Fact Finder

Fact Finder Uncover Need Uncover Need Quantify Need Quantify Need Suitability Profile Suitability Profile Product Product



Investments Retirement &



Retirement &



Asset Allocation


Human Life Value


Whole Life

Life Insurance

Human Life Value

Capital Needs







Life Insurance Selector Process

Step I: Simplifies decision for “how



Step II: Recommends appropriate

term vs perm mix by

term vs. perm mix by

illuminating benefits of

permanent insurance

Step III: Recommends appropriate

permanent policy based on

client’s preferences

client s preferences


Step I. How Much is Enough?



 Get to the proper face


How? Three Ways

1. Simplified Human Life

Value chart in

questionnaire, estimates

insurance need

2. Full Human Life Value tied

t M tWINS i

to MetWINS version

3. Or use other methods to

determine amount of




Step II. Insurance Portfolio Allocation

Obj i



 Determines how much term and how

much permanent

How? Eight Questions!

 Measure client attitudes…

 Who relies on them now & in future

 Financial obligations in retirement

 Legacy goals

 Legacy goals


A Blended Recommendation

Portfolio based on client’s answers

Portfolio based on client s answers

 Educates the client on the benefits of permanent insurance

 Makes it less hard to sell more blended cases

 Sets up future term conversions


Step III. Permanent Insurance Allocation




 Determine which type of permanent policy

is best

How? Six Questions!

 Measure client’s preferences…

Guarantees vs flexibility

 Guarantees vs. flexibility

 Tolerance for market volatility

 Retirement goals & savings strategies


What Kind of Permanent Insurance?

Five possible recommendations based on client’s responses

Universal Life

UL or WL

Whole Life


Variable Universal Life

 Further promote the benefits of permanent insurance

 Helps clients remember the types and features of different permanent

Variable Universal Life

 Helps clients remember the types and features of different permanent


Set Up Future Term Conversions p

 A client’s budget may require less

 A client s budget may require less

permanent coverage and more

term today…

 But think about what the selector

helps your producers do!

helps your producers do!

 Client now has a reason to own

permanent insurance

Producers have a starting point for

 Producers have a starting point for

an annual review and future



Marketing Materials g

Client Brochure Questionnaire Producer Guide MetWINS Ouput

Defines Strategy

to the client

How much

coverage is


How the make





Which type or

blend of life

insurance is


How to score the


Utilizes Human Life


Automated scoring


appropriate recommendation d ti


Important Information

Pursuant to IRS Circular 230, MetLife is providing you with the following notification: The information contained in this document is not intended to (and cannot) be used by anyone to avoid IRS penalties. This document supports the promotion and marketing of insurance products. Your clients should seek advice based on their particular circumstances from an independent tax advisor.

MetLife, its agents and representatives may not give legal or tax advice. Any discussion of taxes herein or related to this document is for general information purposes only and does not purport to be complete or cover every situation. Tax law is subject to interpretation and legislative change Tax results and the appropriateness of any product for any specific taxpayer may vary depending on the facts and circumstances You change. Tax results and the appropriateness of any product for any specific taxpayer may vary depending on the facts and circumstances. You clients should consult with and rely on their own independent legal and tax advisers regarding their particular set of facts and circumstances. Prospectuses for Equity Advantage Variable Universal Life, and for the investment portfolios offered thereunder, are available from MetLife. The policy prospectus contains information about the policy’s features, risks, charges and expenses. The

investment objectives, risks and policies of the investment options, as well as other information about the investment options, are described in their respective prospectuses. Clients should read the prospectuses and consider this information carefully before investing. Product availability and features may vary by state.

MetLife Investors variable life products have limitations, exclusions, charges, termination provisions and terms for keeping them in force. There is no guarantee that any of the variable investment options in this product will meet their stated goals or objectives. The account value is subject to market fluctuations so that, when withdrawn, it may be worth more or less than its original value. All product guarantees are based on the claims paying ability and financial strength of the issuing insurance company. Please contact your financial professional for complete details.

Life insurance products are issued in by MetLife Investors USA Insurance Company, Metropolitan Life Insurance Company and, in New York only, by First MetLife Investors Insurance Company. All guarantees are based on the claims-paying ability and financial strength of the issuing

i V i bl d di ib d b M Lif I Di ib i C (M Lif I ) I i CA M h 2010

• Not A Deposit • Not FDIC-Insured • Not Insured By Any Federal Government Agency

insurance company. Variable products are distributed by MetLife Investors Distribution Company (MetLife Investors), Irvine, CA. March 2010


“I don’t leave home without it.”

Argentina Niner, MetLife's MidStates Group,

Orland Park, IL

“When it comes to selling life insurance this

“When it comes to selling life insurance this

“When it comes to selling life insurance, this

is the best thing I’ve ever seen.”

Dan Grisak, MetLife’s Partners Financial,

Cleveland, OH

16 Articles!


“If I’m talking to someone about life

insurance I’m going right to the Life

insurance, I m going right to the Life

Insurance Selector!”

Bob DiBella, MetLife’s Space Coast Financial Group

Melbourne, FL


“The Selector really opens up the possibility

of blended cases because it helps clients

understand their needs. And clients share that

understand their needs. And clients share that

favorable experience with other people, who

become referrals.”

Ron Piccinini, Managing Partner of New England Financial’s

Executive Financial Group in Orlando, FL

“It’s a no-brainer to use the Life

I S l t It th

Insurance Selector. It opens the

door to so many opportunities

because I’m not trying to

convince the client that a more

i d t i

expensive product is more





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