Why Does the Securities Market Matter to Insurance coverage Professionals?

This put up is a part of a collection sponsored by AgentSync.

Securities, like insurance coverage merchandise, are extremely regulated to guard shoppers and the well being of the financial system as a complete. Be taught why securities matter to insurance coverage professionals, even should you’re not a dually licensed insurance coverage and securities dealer.

The connection between insurance coverage and securities merchandise

When you’re promoting simple insurance coverage, like auto, residence, or staff compensation insurance coverage, it could not happen to you that there’s a deep connection between insurance coverage merchandise and the securities market. Securities, consisting mostly of shares, bonds, and mutual funds, would possibly appear to be a complete different world.

In actuality, there’s a variety of overlap between these monetary devices and a few of the commonest insurance coverage merchandise that carriers, companies, and MGAs/MGUs take care of each day. How so? Some insurance coverage merchandise, like variable life insurance coverage, registered index-linked annuities, and variable annuities include an funding part. It merely wouldn’t be potential for a life insurance coverage firm to pay out tens of millions of {dollars} – usually excess of they soak up by means of premiums alone – in the event that they didn’t have a technique to develop that cash over time.

When you’ve got a primary understanding of the banking system, that banks take the cash clients deposit and make investments it elsewhere throughout the interval it’d in any other case simply be sitting in a buyer’s account. Typically, the financial institution pays clients somewhat little bit of curiosity, however there’s no threat that the financial institution’s funding technique will trigger a buyer to lose cash that ought to’ve been of their account.

(Caveat: Extenuating circumstances apart, and assuming the checking account is FDIC insured and below the FDIC per-account restrict.)

Securities and insurance coverage solvency

Insurance coverage solvency refers to an insurance coverage service’s potential to pay out any claims it’s obligated to pay to policyholders. Most, if not all, sorts of insurance coverage depend on the insurance coverage service investing premiums to develop their cash so that they’ll have funds to cowl future claims. Whereas an insurance coverage service might take premium {dollars} and make investments them into every kind of securities markets, an agent promoting auto insurance coverage doesn’t want a securities license as a result of the policyholder bears no threat based mostly on the success or failure of the auto service’s investments. So long as an insurer stays solvent (and there are state and federal safeguards in place to largely ensure that that is the case), the policyholder doesn’t want to fret about what the insurer is investing in or how these investments are performing.

How are variable strains of insurance coverage completely different?

In variable strains of insurance coverage, the policyholder’s return is immediately tied to the securities the insurance coverage service invests in. This implies there’s the potential for a a lot bigger return over time if the market does properly, or a really poor return (or perhaps a loss) if it doesn’t.

With merchandise like variable annuities or variable life contracts, when a buyer purchases a coverage and pays premiums, the insurance coverage service places these premiums into investments that they count on to repay over the long run. In contrast to a easy checking or financial savings account, security-backed insurance coverage insurance policies embody an actual threat that clients can lose cash, or not acquire as a lot as they hoped, if the market takes successful. For insurance coverage merchandise that embody this stage of threat, it’s notably essential that insurance coverage brokers are correctly licensed in each insurance coverage and securities to allow them to educate and advise their shoppers sufficiently.

Which insurance coverage merchandise are tied to securities and securities licensing?

Essentially the most generally bought sorts of security-backed insurance coverage merchandise embody variable life insurance coverage, variable annuities, registered index-linked annuities, and listed common life insurance coverage. There are many securities that don’t intersect with life insurance coverage and annuities; most are bought by brokers who’ve securities licenses and never insurance coverage licenses.

The place brokers must be dually licensed in insurance coverage and securities is in cases the place they’re promoting or advising shoppers on these variable sorts of insurance coverage, which, once more, embody some extent of market threat not current in typical insurance coverage merchandise.

What kind of licenses do insurance coverage brokers and brokers working with securities want?

As with all sorts of insurance coverage, anybody who sells or solicits insurance policies must be licensed of their resident state and in all different states the place they do enterprise. Along with these state-by-state insurance coverage licenses, brokers who work with variable strains of insurance coverage additionally have to get their FINRA licenses (both a Sequence 6 or Sequence 7) and should need to register with particular person state securities regulators.

If state-by-state insurance coverage compliance wasn’t difficult sufficient, including within the federal layer ruled by the Monetary Trade Regulatory Authority (FINRA) means there are much more shifting components and locations for compliance to journey you up.

We’ve performed a deeper dive into all of the various kinds of licenses and combos thereof right here.

Do you actually must be a dually licensed dealer?

Similar to promoting insurance coverage with out an insurance coverage license, promoting security-backed insurance coverage with out the correct securities license can spell catastrophe for the dealer and buyer, alike. To remain far, far-off from sizzling water, it’s finest for any insurance coverage agent or producer who would possibly discover themself within the place of discussing securities with shoppers to pursue twin licensing.

Insurance coverage producer licensing and variable strains insurance coverage dealer licensing is difficult

We frequently speak about how complicated it’s to maintain up with insurance coverage producer licensing when rules and licensing necessities fluctuate throughout the U.S. states and territories. For insurance coverage brokers who additionally promote variable strains of insurance coverage, which requires a securities license, the duty of making certain every dealer is in full compliance for each line of enterprise throughout all jurisdictions could be brain-scrambling.

When you’re searching for a greater technique to streamline and automate producer onboarding and license compliance administration, notably should you’re coping with dually licensed insurance coverage and safety brokers, take a look at a demo of AgentSync.