At Protective Life, we take a personal sense of responsibility for all of our policy owners. When they choose Protective, they are trusting us with the financial well-being of their families, businesses and legacies for future generations. It’s an awesome duty, and not something we take lightly. That’s why we are committed to designing life insurance products with the highest likelihood of performing as originally intended at the time of purchase. We don’t want you, your agents or their customers to encounter any surprises.

So, how do we do that?

  • We manage mortality risk through disciplined underwriting.
  • We design and sell products based on today’s financial reality—we don’t hedge our bets that the financial winds will favor our product sometime in the future.
  • We manage interest rate risks with responsible product design.
  • Our life insurance solutions provide consumers with the flexibility to change their plans as their life changes, without bombshells or hidden penalties.

Of course, none of that will ever appear on a spreadsheet, nor should it. How a carrier manages risk for a client cannot be measured or understood simply by comparing prices on a spreadsheet. That process devalues us all. That’s where selling what matters comes into play and that’s why your role as the “advisor’s advisor” is so critically important to insurance distribution today. By helping your producers truly understand the differences among carriers and their products beyond the price, you bring tremendous value to the insurance sale. Plus, you separate your firm from the rest of the pack.

We want to be your partner in this effort, and we want to make it even easier for you to truly sell what matters. That’s why we launched our new Sales Idea Resource Library at www.sellwhatmatters.com. This user-friendly tool can help you simply and effectively share sales concepts with agents. We have developed more than 20 sales ideas that are available on the site that can allow you to help your agents see the difference in our company and the products we sell. And it gets even better: you can access these customized fliers, emails and videos in one just simple step—for free.

We’re here to provide the core protection your clients need. And our free, customizable sales ideas can help you deliver what matters most to clients. We invite you to explore the sales ideas available on our new tool and encourage you to continue with us on the charge to help agents sell what matters in a way that considers the client’s risk first and foremost. Call your Regional Vice President today to learn more.

Brad Bryant

Protective Products Perform

Spring has sprung, which is great news for sports fans as baseball season is now underway. Regional Vice President, Brad Bryant is a longtime fan of the game and one of his favorite baseball moments was witnessing a grand slam. It doesn’t happen often, but when it does, it’s not something you’re likely to forget anytime soon.

The life insurance equivalent of a grand slam is also extraordinary and rare. But when the opportunity arises to solve multiple problems for a family, it’s time to swing for the fences.

Brad was approached by The Bollinger Group regarding a case that involved a family business and estate planning matters. Furthermore, there were several universal life policies owned by the family members, but the policies did not have guarantees. The Bollinger Group sought a solution for the family members that would increase their death benefits and provide guarantees.

The first product they looked at to meet the clients’ wish list was Protective Indexed ChoiceSM UL (ICUL). Right off the bat, this solution was appealing because it offers:

  • Low internal costs
  • Excellent long-term guarantees
  • Significant cash-value accumulation

Now, they needed to find a way to resolve the estate planning need. Protective Survivorship UL turned out to be the pinch hitter in this scenario.

Case statistics

  • Female, 81 years old
  • Six cases among four family members
    • One buy/sell
    • Two estate liquidity
    • Three personal insurance
  • Four ICUL cases
  • Two Survivorship UL cases
  • Total death benefit: $7,260,206
  • Total target premium: $270,850
  • Total excess premium: $2,494,617

On top of placing the two Survivorship UL policies, the agent was also able to leverage the clients’ existing universal life contracts and used the premium to complete a 1035 exchange for the ICUL contracts. By doing so, the agent accomplished the life insurance “grand slam”:

  • Increased death benefits
  • Long-term guarantees
  • Preserved cash-value for future use or sales
  • Reduced the clients’ overall cost

The agent was thrilled. Not only did he hit the “grand slam,” but he was also able to secure a lasting relationship with the family. In fact, they’re already in a second round of business, looking for assistance with a stock redemption plan, and they want to exercise the ICUL policy to fund cash values for their younger family members who will be the future owners of their company.

To top it off, the clients’ business is based in Alabama. When they discovered that they could get what they needed from a carrier that they knew, it made the end result that much sweeter.

Have you explored our Sales Idea Resource Library?

Our new sales tool is up and running at www.sellwhatmatters.com. Built for you, there are more than 20 materials available at your convenience to customize and share at a click of a button—for FREE.

Get your materials »

Strong protection AND potential cash value

When deciding on life insurance, clients may weigh strong protection against the potential cash value. Help them avoid having to make the choice by offering an indexed universal life insurance policy that delivers both—even when you initially may think it’s not the most affordable option.

View a flier to see how it works »

Julie Long, 2nd VP, Underwriting Manager

I Am Protective

Julie Long, 2nd VP, Underwriting Manager

This year marks Julie Long’s twentieth year with Protective Life. With underwriting experience dating back to 1983, Julie serves as the 2nd VP, Underwriting Manager and manages a group of underwriters assigned to the Advantage Insurance Network and Insurance Designers teams.

A self-proclaimed “behind-the-scenes person,” Julie finds leading her team to be one of the most rewarding parts of her role at Protective. She empowers her underwriters to succeed by giving them the right tools and helping them build trusting relationships with customers. It’s a good day’s work when a member of her team is able to resolve a concern for clients, as well as our sales and marketing teams.

A day-in-the-life of Julie includes solving puzzles, improving processes, resolving problems and interacting with customers. She also embraces the opportunity to learn something new every day in her position—whether it’s a state-of-the-art medical treatment, a change in the financial market or discovering a way to simplify a process.

When she’s not in the office, Julie is a bit of an adrenaline junkie. She’s a fan of scuba diving and recently experienced the thrill of skydiving for the first time. She also enjoys gardening and using her fresh herbs and vegetables while cooking for her family and friends.


PLAG.10643 (04.16)
For Financial Professional Use Only. Not for Use With Consumers.
The above example is for illustrative purposes only. Each individual situation will be different based on the age, sex and health status of your client. For current information on Protective Life Insurance Company’s products, please use our ELI or WinFlex software, or contact our sales desk for an illustration.
Neither Protective Life nor its representatives offer legal or tax advice. Individuals should consult their attorney or tax advisor regarding their individual situations before making any tax-related decisions.
All payments and all guarantees are subject to the claims-paying ability of Protective Life Insurance Company.

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