With the passage of estate tax reform and the uncertainty around the new split-dollar regulations, brokers operating in the high-net-worth markets are finding many of their clients have decided to put their estate planning on hold, says Jim Aaron, brokerage general agent for Aaron Advantage Agency, Richmond, Va.
“Weve been impacted a great deal by the estate tax,” he says.
But those clients who are going forward with their estate planning are doing so a little differently–theyre planning with the expectation of full estate tax repeal, and thats impacting the type of products theyre purchasing, adds Steven Craig, brokerage manager for Flynn Associates, Encino, Calif.
“People are buying term insurance for permanent needs, instead of buying permanent insurance,” Craig explains. “They really think the estate tax need is temporary.”
And a good portion of this high face amount term insurance is now being purchased online, according to Ron Verzone, president of United Underwriters, Exeter, N.H.