Life settlements aren't exactly a new concept.
Also known as senior settlements, life settlements are contracts where a life insurance
policyholder who is not terminally ill decides to sell his or her
policy to an investor for a fraction of the face value. The investor
then takes over the premium payments and gets the death benefit when
the insured dies. Viatical settlements, on the other hand, occur when a
life insurance policyholder becomes terminally ill and decides to sell
the policy.
| "It serves consumers very poorly not to tell them about other options." |
Coventry
Financial's Chief Executive Officer and cofounder, Alan Buerger, says
that a life settlement is an option that not many consumers know about.
That's why Buerger and Coventry Financial have formed the
Life Settlement Coalition, a group that includes life settlement
brokers and providers, and has the goal of educating consumers and
insurance companies about life insurance settlements.
"I got into life insurance because I heard an agent talk about the legacy a good life insurance agent
leaves behind businesses that stay open and families that can send
their kids to college thanks to life insurance," says Buerger. "I think
that the insurance industry should embrace life settlements because it
makes life insurance policies more valuable and gives agents a better
product to bring to their customers."
According to Buerger, surrendering a
policy for the cash value, rather than seeking a life settlement,
amounts to selling the policy back to the insurance company. Buerger
says that the insurance industry would be well served by making
consumers aware of options for the sale of a life insurance policy
that is no longer wanted options that, under the right circumstances,
can bring the policyholder more money than surrendering the policy.
"Over the last three years, Coventry
has helped policysettlers receive more than $100 million in excess of
the cash value surrender amount," says Buerger. "Generally, 20 to 25
percent of the policies submitted have a [settlement] value in excess
of the surrender value."
"I think it serves consumers very
poorly not to tell them about other options," says Buerger. "Consumers
won't put up with it for long, and the insurance industry will get a
black eye the same way it did with the 'vanishing premium' sales
pitches."
The Life Settlement Coalition is
developing sample "disclosure" forms that would make policyholders
aware of life settlements that Buerger hopes will eventually accompany
every policy surrender contract.
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