Thank you for attending DFS’s Mega Meeting

Life Insurance and Annuity News


Thank you for attending DFS’s Free IUL/Annuity Leads Event. We hope that you found the workshop informative and worthwhile.
Our primary goals were:

  • How to receive our FREE INDEXED LIFE & ANNUITY LEADS
  • How to position yourself to sell more IUL than you could ever imagine
  • The ULTIMATE annuity sales pitch and sales tool
  • “Ticking Time Bomb” and working with high net worth clients
  • The strategy for answering and overcoming any objection when selling IUL
  • How to present annuity in a way that makes prospects WANT to own it
  • A complimentary Software/Calculator that will help you close more IUL prospects
  • Marketing/Prospecting programs to attract more annuity opportunities
  • Award winning agent platform –
  • If you attend, you will receive a FREE FINANCIAL PLANNING WEBSITE

There were many topics covered during the workshop and the presenters did an outstanding job of sharing their expertise with you.
You were a great group and your enthusiasm and positive spirit helped make our time together both productive and fun.
Thank you for your comments and suggestions on the evaluations and I assure you that each will be given consideration so that future workshops will be even more of a success.
If we can be of help in any way, or if you have questions, please feel free to contact DFS Marketing at 855-740-3140.
Again, thank you for being part of our Free IUL/Annuity Leads Event and I wish you the best.

Your Financial Life May Reach a Challenging Dilemma

Increase the death proceeds to your beneficiaries while spreading the tax impact on your qualified or tax-deferred holdings. Enjoy the security of access to funds in the event of a chronic illness. Earn index-linked returns while protecting your values from declining markets.


Sooner or later, your financial life may reach a challenging dilemma: to position your assets for a smooth transition to your beneficiaries, or to maintain access in case of certain health conditions during your lifetime.

WealthPay Life not only helps with either scenario, but provides the opportunity for a larger gift passed on to your beneficiaries.

Life insurance serves to protect your family from financial hardship in the event of your untimely death. More than simply death protection, WealthPay Life provides protection on a variety of levels.


  • You protect your family with a death benefit greater than your premium payment.
  • You may have access to the death benefit amount if the insured is diagnosed with a terminal or chronic illness.
  • You may achieve policy-value growth through index credits linked to the growth of a market index –with downside protection when the index values fall.

WealthPay Life, from EquiTrust Life Insurance Company, offers a combination of two products to create what may be an ideal solution to your current circumstances. It combines an index-linked whole-life insurance policy and an annuity (a “single premium immediate annuity,” or SPIA). Upon purchase of both policies (for applicant ages 60 to 80), your lump-sum premium is directed to the SPIA, which immediately begins directing periodic payments to the life policy. From there, we do the rest – and you enjoy peace of mind.


Why periodic payments to the life policy instead of a single-premium payment?

This strategy is designed for individuals with either qualified retirement assets or non-qualified, low-tax-basis annuities – the proceeds from which they likely won’t need for living expenses during their lifetime; and for people seeking a simple, tax-efficient means to pass a larger death benefit from these assets to their heirs. If this describes your circumstance, and you were to liquidate your assets for purposes of purchasing a single premium life product, the liquidation would likely result in substantial taxation. Or, if the taxed proceeds are used to purchase an investment that can be passed on to the heirs upon your death, the proceeds may be taxed again, by inheritance taxes.

When you purchase a SPIA, you incur the taxation when the income is “paid out” – in this case, to the life policy in the form of premium payments. So, you can spread out the taxation over several years. And the policy’s death benefit may go to your heirs income-tax free!


What are the time-period choices for spreading payments from the SPIA to the life policy?

WealthPay Life allows premium payments from the SPIA to the life policy to be spread over 3, 5 or 10 years. The life policy is paid-up after all scheduled premiums are paid. A longer payment schedule allows you to spread your tax liability most effectively, but with a tradeoff of a reduced death benefit. Your age and underwriting classification will determine the payment-period options available to you. Regardless of the payment schedule you choose, you have the knowledge that if you were to die during the payment period and before the policy is paid up, your beneficiaries will receive the full death benefit and any remaining SPIA payments.

Your circumstances will determine if spreading out premium payments is more beneficial than a single premium option. While your agent can assist you in this evaluation, you should also seek assistance from your tax or legal advisor before purchasing WealthPay Life.


How does it work?

Consider this hypothetical example. Sharon, age 60 and retired, wishes to leave her son, Scott, a portion of her estate upon death. She previously named Scott as beneficiary to her 401(k) plan, valued at $100,000.  Sharon does not need these funds for purposes of daily living, and would like both to increase the value of the gift to Scott and spread the income-tax liability he will likely incur upon receipt of the proceeds.

Sharon opts to transfer her 401(k) funds to a WealthPay Life policy and elects the 10-year payment option. This allows Sharon to reduce the immediate tax impact of moving the 401(k) funds by spreading the tax liability over the 10-year premium-payment period.

Upon her death, the WealthPay Life policy will provide a guaranteed death benefit of $191,236 to Scott. Because life insurance death benefits pass generally income-tax free to beneficiaries, Scott’s benefit will not be diminished by income tax.

Compare the benefit to Scott between leaving the

$100,000 value in the 401(k), and transferring it to a WealthPay Life policy.


What if you encounter an illness?

Your life policy gives you access to a portion of the Death Benefit if you (the “insured”) are diagnosed with a chronic or terminal illness. This benefit is called the “Accelerated Death Benefit,” because death benefits are “accelerated” to help meet health-related expenses during your lifetime. During the payment period, the Accelerated Benefits are limited to a percentage of the death benefit, subject to the payment period selected and the type of illness incurred. After completion of the payment period up to 100% of the death benefit may be accelerated. Accelerated Benefits may be received federal income-tax free.


What if you need access to your money?

Only money not needed to meet current and foreseeable living expenses should be placed in WealthPay Life. However, if you need cash, you may take either a loan on your policy, or a withdrawal that may be penalty-free in certain instances. Some WealthPay Life policies will be classified as a Modified Endowment Contract (MEC). Only policies with a 10-year premium-payment schedule will not be classified as a MEC. Generally, any amount received under a life insurance policy on an insured that is determined to be terminally ill or chronically ill is considered to be an amount paid by reason of death. A Terminal Illness benefit will generally be received income-tax free, and a Chronic Illness benefit may be taxable. You should contact a qualified tax advisor regarding taxability of Accelerated Death Benefits.

Can your policy value and death benefit grow?

Depending on the index credits earned in your policy’s accounts, your cash value and death benefits may increase to levels higher than the guaranteed amounts. You may allocate to a fixed interest-rate account as well as several accounts offering index-linked returns based on the performance of either the Standard & Poor’s 500 Index® or the Goldman Sachs Dynamo Strategy Index.® When the index goes up, you earn “index credits”… and when it goes down, your account value is not impacted. In other words, you benefit from the “ups” and are protected from the “downs.”

Each policy anniversary, “index credits” are determined on the index accounts and applied to your policy’s current accumulation value. You may also transfer account values among accounts on policy anniversaries. At the end of 10 years, surrender charges no longer apply, yet you continue to earn interest and index credits on an income-tax-deferred basis.



EquiTrust Life Insurance Company


Note: This information is not intended to be a detailed description of the effect of taxes on Social Security benefits. Deferred annuities contain certain restrictions and/or IRS penalties related to premature distributions. Please consult with your tax advisor to determine the actual impact on your specific situation.

All written content is for information purposes only. Opinions expressed herein are solely those of / DFS Marketing, Inc. and our editorial staff. Material presented is believed to be from reliable sources; however, we make no representations as to its accuracy or completeness. All information and ideas should be discussed in detail with your individual financial professional prior to implementation. Insurance products and services are offered through / DFS Marketing, Inc. and Julian Dougharty (TX License #1703718) and are not affiliated with or endorsed by the Social Security Administration or any other government agency. This content is for informational purposes only and should not be used to make any financial decisions. Exclusive rights to this material belongs to / DFS Marketing, Inc. Unauthorized use of the material is prohibited.



The Power of a Tax-Deferred Annuity

A tax-deferred annuity is a contract between you and the insurance company with guaranteed interest and guaranteed annuity income options.

Advantages of a Tax-Deferred Annuity:

Tax Deferral: One of the primary advantages of deferred annuities is the opportunity to accumulate a substantial sum of money by allowing your premium and interest to grow tax-deferred. Unlike taxable investments, you pay no taxes on your annuity interest until you begin to take withdrawals or receive income. This allows your money to grow faster than in a taxable account, because you earn interest on the money that would have otherwise been paid in taxes.

Stability: Your tax-deferred annuity is stable. Your state insurance department laws require that insurers maintain reserves equal to the cash surrender value of your annuity contract at all times. In addition, state laws require they maintain additional amounts of capital and surplus for further contract owner protection.

Liquidity: Your annuity provides you with opportunities to withdraw funds penalty free after the first contract anniversary. Some deferred annuities offer penalty free access as soon as 30 days after the policy is issued.


May Avoid Probate: In the case of premature death, your beneficiaries have the value within your annuity available to them. A properly designated beneficiary may avoid the expense, delay and publicity of probate. Your named beneficiaries can choose to receive the proceeds as monthly income or a lump sum payment.

Guaranteed Income: A deferred annuity can also provide you with a guaranteed income. You have the ability to choose from several different income options, including payments for a specified number of years or income for life, no matter how long you live. With non-qualified plans, a portion of each income payment represents return of premium which is not taxed, thereby reducing your tax liability from your income payments.


Withdrawals prior to age 591/2 may be subject to IRS Penalties. This information is not tax advise. It is a summary of our understanding of current tax laws as they relate to insurance products. Consult your tax advisor on specific points that may affect you.


What about Social Security?

Did you know as much as 85% of Social Security benefits could be subject to income tax?

Our Provisional Income ultimately decides how much of your social security is taxed. Provisional Income includes the total of normal earned income like interest from CD’s as well as one-half of the Social Security benefits you receive and even tax-exempt income such as interest from tax-free municipal bonds.

One type of income that is not included in the Provisional Income calculation is tax-deferred income. Seldom has the special benefit of tax-deferral been more important to you as a tool to minimize your tax bill. By putting some of your assets into tax-deferred annuities and leaving the interest to compound tax-deferred, you can control your income flow to meet your own needs, without receiving unneeded dollars which only increase your tax bracket.

With Tax-Deferred Annuities you can…

  • Earn Interest without paying current taxes on it, until withdrawn
  • Earn more interest on the interest, thus compounding your asset growth, and giving you even more income potential later if you need.
  • Reduce your tax liability on your hard-earned retirement income!

In addition, Tax-Deferred Annuities Offer…

  • Competitive interest rates
  • No risk to premium, due to index volatility
  • Multiple liquidity options, if needed

Would additional tax-deferred interest benefits reduce your taxes and increase your disposable income? Consider your options and take advantage of the opportunities annuities make available to you. Tax-deferred annuities are one of the best opportunities you have! For More Information, Call 844-585-2157




Note: This information is not intended to be a detailed description of the effect of taxes on Social Security benefits. Deferred annuities contain certain restrictions and/or IRS penalties related to premature distributions. Please consult with your tax advisor to determine the actual impact on your specific situation.

All written content is for information purposes only. Opinions expressed herein are solely those of / DFS Marketing, Inc. and our editorial staff. Material presented is believed to be from reliable sources; however, we make no representations as to its accuracy or completeness. All information and ideas should be discussed in detail with your individual financial professional prior to implementation. Insurance products and services are offered through / DFS Marketing, Inc. and Julian Dougharty (TX License #1703718) and are not affiliated with or endorsed by the Social Security Administration or any other government agency. This content is for informational purposes only and should not be used to make any financial decisions. Exclusive rights to this material belongs to / DFS Marketing, Inc. Unauthorized use of the material is prohibited.

What is your investment comfort zone?

life insurance and annuity marketing

Think of it this way: Everyone has a comfort zone when it comes to weather. Some people like the hot temperature of the south; some like the cooler, wetter climates in the northwest; still others would rather have a seasonal variety, like you get in the north. It can be similar with your investment comfort zone. There is no single answer that’s right for everyone. It’s what you decide is most comfortable for you. To understand your investment comfort zone and the type of investor you are, you’ll need to consider where you are in your life, what goals you want to accomplish in retirement, and what level of risk you’re comfortable with in your portfolio.

Knowing your investment comfort zone matters.

Understanding the type of investor you are is particularly important for a number of reasons:

  • If you’re too complacent, you may be ignoring risk.
  • You need to recognize when risk is increasing or decreasing.
  • If you’re an uncomfortable investor, you may allow your emotions to take control of your decisions.
  • You want to minimize the possibility that you may need to make difficult decisions under pressure.

The three primary types of market investing

Investing in the market always involves a level of risk. That’s why it’s essential for you to know how much gain or loss is acceptable to you, and what level of risk you’re comfortable with.

Remember, there is nothing fundamentally better about being a risk-taker or risk-advisor. Sometimes the greatest risk is taking no risk at all. Understanding your risk tolerance as well as your overall objectives and goals can help determine the type of investment that is appropriate for you.

Generally people think of three main types of investments: stocks, bonds, and cash or cash equivalents. All of these types of investments have advantages and disadvantages, depending on how the market is reacting at a particular time period. Whichever investments you choose, you need to consider the opportunities for gains, losses, liquidity, tax advantages, and consequences.


Although stocks may give you the opportunity for bigger gains over time, they can also be the most volatile. To most investors, particularly those who invest in equities, volatility is something to be aware of. The stock market can change from year to year and can be volatile, as the chart below displays. Most of us recall the “Lost Decade” from 1999 to 2009, when investors saw the S&P 500® Index drop more than 40% at the height of the 2008 financial crisis.

When the markets are volatile, the typical reaction is to want to get out of the market altogether and move your money into safer alternatives. But if you had done that following the 2008 market crisis, you would not have captured the rebound in the market the following years.

When determining your Investment Comfort Zone, think about: What is your time horizon (the amount of time before you’ll need your money)? What is your plan if the markets go down? Ask yourself, how is your portfolio protected?


Bond funds have been solid investments in a retirement strategy for many years. As fixed income investments, bonds help provide diversification, stability, and tax benefits to almost any portfolio.

Generally speaking, people tend to avoid the risks they are aware of. That’s why, in recent history, people have sought to reduce their exposure to losses caused by volatility by switching from investing in the stock market, to investing in the bond market.

And while bonds are generally seen as a safer alternative, they are susceptible to a different kind of risk, due to their inverse relationship to interest rates. With interest rates currently still near historic lows, bonds can offer higher returns, making them more desirable to investors and driving bond prices higher.

But as the graph shows, we’ve had three decades of a general decline in the baseline for interest rates. Now interest rates can’t go much lower- and when they begin rising, the value of existing

bonds moves in the other direction. Your bonds would then be worth less in order to keep the returns they offer competitive with the higher interest rates of newly issued bonds.

So if you’re holding a disproportionate amount of your retirement assets in bonds, you may have more risk in your portfolio than you realize. While bonds should continue to be part of a well-balanced portfolio for most clients, you need to be aware of how a rising interest rate environment could affect your portfolio.

Cash and cash equivalents

We all know how important it is to have some money in a savings account or short-term investment such as a money market account. By keeping money liquid (i.e., as cash, or as an asset that can be quickly converted into cash), it will be available at the time you need it. But it is also important to discuss how much is enough, and when an amount of cash might negatively affect your accumulation goals.

As you can see, the value of a dollar is projected to erode due to the effects of inflation over time, so you need to consider this potential “cost” versus the convenience and relative safety of holding assets as cash.

So while cash can play a role as a part of your retirement plan, cash alone will likely not help you reach your financial goals. Given this, it might make sense to balance your portfolio by shifting some low-earning cash to investments with higher growth potential.

Emotional investing

A 2013 Psychology Today article discusses economic research and emotional investing. Specifically, that emotions play a significant role in how people make financial decisions. But one of the most common mistakes investors can make is to let emotions guide their investment decisions. That’s why it’s important to understand the impact that emotional investing can play in your investment decisions. Because investors tend to focus on short-term gains and losses, emotions can run high in both directions. When the market is up, we are all relaxed and confident in our investments. But when the market goes down, anxiety can set in and our first reaction is to pull out our money from the market and move it to a safer place.

When we act on this impulse, we are allowing our emotions to make our investment decisions. Remember, the ability to “time” the market- to predict which direction the market will move at a point in time and invest accordingly- is virtually impossible. (If it was more possible, we’d all be rich.)

The investment cycle as emotional cycle as shown on the graph below, people typically get most excited about investing when market prices are at their highest.

You could think of it as the “overconfident” stage, but it can also be the stage of greatest risk. Because this is the market’s high point, as it starts going down, investor confidence often follows, giving way to nervousness and worry.

People may tend to wait it out for a while, but as panic and discouragement set in, they may decide it’s time to get out of the market. By shifting their investments into cash, the thinking goes, they can avoid additional market downturns.

Unfortunately, by exiting when prices are lower (or even at their lowest), they’ll lock in their losses – meaning they’ve given up their chance to regain value when the market starts rising again.

Are your emotions driving your investment decisions?

After you have made your plan for retirement, and the market inevitably goes up and down, will you be willing to stay the course through the highs and lows? Or will you overreact to the market and make decisions based on emotion?

Rebuilding your assets after a big loss takes time. It’s simple mathematics: the more value you lose, the more you’ll need to gain back in percentage terms to fully rebuild from your losses.

Always keep in mind that the decisions you make may affect not just your portfolio’s total value, but can also impact your timeline for retiring. Make sure you have enough time to recover from any market correction to meet your goals.

Finding your personal Investment Comfort Zone

Understanding your Investment Comfort Zone begins by working with your financial professional and reassessing it on an annual basis.

The type of investor you are takes into account your financial goals, your time horizon, and your tolerance for risk. And just because you think you are one type of investor today doesn’t mean you can’t change over time as your needs, goals, or attitudes change.

When determining your Investment Comfort Zone, here are some points to consider:

  • What accumulation goal is necessary to meet your future retirement needs?
  • What financial changes could change your Investment Comfort Zone?
  • What mix of investments is suitable to achieve your retirement goals?
  • Have you taken on an unnecessary amount of risk to reach your goals?
  • Can you maintain financial discipline when you are faced with changing market conditions?



Allianz Life