Between fee compression and clients migrating to do-it-yourself platforms like Robinhood, advisors have experienced real fee compression. One potentially high-income / low-effort business line to offset these losses and keep your advisory business growing is referring clients interested in selling their life insurance policies.
A life settlement is a legal sale of an existing life insurance policy (typically of someone 70 or older) for more than its cash surrender value but less than its net death benefit to a third-party investor. The investor assumes the financial responsibility for ongoing premiums and receives the death benefit when the insured dies. The primary reason the policy owner sells is that they can no longer afford the ongoing premiums, they no longer need or want the policy, or they need money for expenses. Investors like the asset class because of the attractive returns and because the asset is uncorrelated with the market.
Due to large investment firms entering the asset class with billion-dollar funds, investor demand for life settlement policies significantly exceeds supply. As a result, for advisors interested in referring prospective life settlement cases, this can be a compelling revenue source. Agile Insurance Solutions (www.agileinsurance.net), via its AgileDIRECT program, offers the most attractive compensation, paying well above the industry average. Fees can be as high as 30% of the purchase price. This means the advisor can make a fee of over $100,000 for referring a single case – if it is purchased for $350,000. Moreover, the income your client makes from selling the policy should add to the client’s assets under management. To help your client and you, Agile offers transparency on its pricing so the advisor and client can understand the pricing logic. By being able to extend an offer within as little as 24 hours, advisors and clients save time and money, as compared to a long-drawn-out process.
The is a significant change from industry norms, where advisors got paid only a modest fee – if anything at all for referring policies, and the life settlement intermediaries captured all the fees. By going direct to Agile, Agile can pay the advisor a significant referral fee instead of paying intermediaries. Finally, extending an offer with 24 hours saves the client significant time and money.