 A Black Eye for the Life
Insurance Industry with a Silver Lining for Producers.
As much as that appears to be a contradiction, stay with
me on this!
Many of you have no
doubt read of the investigation into the practice of at least two insurance
companies retaining death benefits and issuing "checkbooks" to the
beneficiaries. I am going to stay
away from any comment on the merits of the investigation or the practice itself. However, as you have come to expect, I have a
slightly different take on this issue than the one presented by the media. If you have not read about this issue, you
can do so here:
Specifically, there
are some things bubbling below the surface that are really benefits of this
program, as well as some lessons for people to learn. First, the lesson: read the fine print. I am not about blaming the victim, but these
folks can have the full death benefit at any time. The fact that there are significant emotional
issues involved is not the fault of the insurance company. The real problem in my view is that the
beneficiaries are either uninformed or misinformed by the agencies
administering the federal programs and the fact that the agencies may not
understand their own benefit programs to begin with. Second, the fact that this capital has been preserved for
the beneficiaries rather than squandered is completely missed. Although I am not aware of any studies that focus on the economic
well-being of beneficiaries of life insurance contracts, it is well documented
that most lottery winners end up back at their initial economic reality (or
worse) in an alarmingly short period of time. I'm not sure that the experience would be much different with this group
of people. Particularly if I am correct
in point number three. Third, if these policies were sold by an agent, much of
this, if not all, would go away. Again, I do not have the research on this, but
the SGLI policies mentioned in the article do not use an agent, and I am
curious as to the percentage of the total policies in question that are sold
without an agent? This is the silver
lining I'm talking about - the next time someone asks why I should pay a little
more or work with an agent rather than buy off the internet there is a very
real, dollars and cents answer - your beneficiaries will have proper guidance
on how to access and manage the proceeds. As a result, they may just avoid writing a bad "check" as one of the
beneficiaries in the story did. Bottom line, as much as the practice of retaining death
benefits is at the very least questionable, a little bit of personal
responsibility, and good advice from a professional life agent or financial
planner, solves it. A government
investigation or more regulation is not the answer. One last thing: It's an election year and Cuomo, the New York
Attorney General heading up the investigation of this issue is running for
Governor of New York.
I'll speak to you next week,
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