Life Settlements for Non-Convertible Term Policies. Wait… What?

By Lisa Rehburg | November 25, 2020 at 01:54 AM

Sometimes, making the impossible possible is just a matter of knowing who buys what.

By now you probably know that a client’s life insurance policy can be sold for cash, and that investor groups buy these policies for their portfolio return and diversification. And, you may know, that all different types of policies can be sold, including term policies.

Generally, term policies need to be convertible (and not past the conversion deadline) in order to be sold. But, did you know that non-convertible term policies also have the potential to be sold?

Yes, it’s true.

Certainly, the vast majority of term policies do need to be convertible to be sold, but that does not automatically exclude term policies that are no longer convertible. Every investor group has its own parameters, and not all will even look at a non-convertible term, but some will.

Here are two examples of clients who benefitted from the sale of their non-convertible term policies this year.

Client 1

This client is 78. He has cancer, but he is not in a viatical situation (with less than two years of life expectancy).

The policy was a $250,000 non-convertible term that had five more years left until the end of the term.

First, why would the client want to sell his policy?

He bought the policy years ago, to take care of his wife, in case something happened to him. She passed away four years ago. His current beneficiaries are his daughters. But, in his words, they do not need the money. They and their families are successful.

The client wanted to sell his policy to make his life more comfortable while he is still alive.

Buyers looked at the client’s his life expectancy, the fact that the policy had five more years left, and the fact that the first few years of annual renewable term (ART) premiums were manageable.

After the client received many offers, the policy eventually sold for $100,000.

Client 2

This client is 66. He does have some health issues, but, once again, he is not in a viatical situation.

The policy is a $250,000 term.

The client’s financial advisor contacted us a few months before the term was going to end. The client was not going to continue the policy. He simply didn’t need the coverage any longer, and he didn’t want to pay the higher ART, or conversion, rates. Interestingly, this policy was actually convertible until the end of the term, but, upon reviewing the conversion premium and the annual renewable term rates, the investor group decided to keep the policy as a term and continue the ART premiums.

This policy sold for $50,000.

An Alternative to Be Considered

Typically, the sale of a non-convertible term policy involves a client who has more serious health impairments than convertible term clients.

Besides health, the investors will also look at the time left until the end of the term, and what the ART (annual renewable term) rates look like.

Both of the clients described above could not have been more thrilled. They had savvy financial advisors who guided them into investigating a life settlement before they lapsed their policies.

Your client should always consult with you to see if there are better options available for them. But, don’t let a non-convertible term policy turn you away from investigating a life settlement. If the decision has been made to let their policy go, a life settlement — even on a non-convertible term policy — can be of great benefit to your client, and to you.

Lisa Rehburg is president of Rehburg Life Insurance Settlements, a life insurance settlements broker. She can be reached at (714) 349-7981.

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