A Self Owned Life And Retirement (S.O.L.A.R.) Insurance Arrangement is an arrangement where an employee purchases a Voya Indexed Universal
Life-Global Choice (Voya IUL-Global Choice) policy issued by Security Life of Denver Insurance Company to provide death benefit protection and to help supplement income in retirement. S.O.L.A.R. Insurance Arrangements are designed to reduce the complexity and risks associated with employer sponsored retirement plans.
Getting Started Prospecting Individuals Prospecting Businesses My First Appointment page 1 of 2
So who is an ideal prospect?
S.O.L.A.R. Insurance Arrangements are typically used by employers to help key employees with death benefit protection and to provide a potential source of supplemental income in retirement. A S.O.L.A.R.
Insurance Arrangement may be an attractive option for any business that has talented employees that it wishes to keep. And if you think about it, this would include any business that has an interest in purchasing key-person life insurance. These arrangements may also be attractive to business owners or other individuals who have a need for death benefit protection and who are looking for a source to supplement income in retirement.*
So as you look for potential clients, you may want to consider:
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Business owners
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Clients to whom you have sold key-person insurance
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Businesses that have key employees that they want to retain
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Businesses that currently have a nonqualified retirement plan (such as nonqualified deferred compensation (NQDC) or supplemental executive retirement plan (SERP) arrangements)
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Businesses that have trouble meeting the safe harbor requirements for their 401(k) plans
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Highly compensated employees
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Clients who have contributed the maximum amount to their 401(k) plans
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Clients who exceed the income limits for contributing to Roth IRAs
* A portion of the policy’s surrender value may be available as a source of supplemental retirement income through policy loans and withdrawals. Income tax free policy distributions may be achieved by policy loans or withdrawing to the cost basis (usually premiums paid). This assumes the policy qualifies as life insurance, is not a modified endowment contract and is not lapsed or surrendered with an outstanding loan.
For agent use only. Not for public distribution.

Getting Started Prospecting Individuals Prospecting Businesses My First Appointment page 2 of 2
Once you have identified prospects, you have several options for contacting and getting appointments: cold calling, referrals, and strategic referrals.
Cold Calling
Cold calling is contacting someone to whom you have been given no referral. There is no relationship between you and the prospect. This is an expensive process in cost and time, and it yields a very low success rate.
Your time and expenses may be difficult to recoup and you run the danger of alienating the prospect.
Suggestion:
Tread carefully or, better yet, avoid all together.
Referrals
Better than cold calling is to contact prospects based on referrals. You may be able to get referrals from friends, colleagues, or existing clients. The referral may be to an employee who needs help with retirement accumulation or to an employer looking to retain key employees. The best referral will be one directly to a decision maker – a referral to the business owner or other party within the business that chooses how to recruit and retain key talent.
Suggestion:
Look at your current client base and try to identify those who may be decision makers in a business. Then look within your current book of clients for those who may be close to decision makers. Finally, look at your current clients for those who are affected by decision makers such as key executives or key sales team members.
Strategic Referrals
Strategic referrals come from trusted advisors (such as attorneys, CPAs, and bankers) who have a relationship with the prospect. A referral from a trusted advisor invests you with the same trust that the prospect already has for that advisor. Thus it can be a powerful business move for you to cultivate relationships with these types of advisors as you attempt to grow your sales.
Suggestion:
Look within your sphere of influence for people in these professions. Cultivate relationships with them so they will view you as a potential solution to their clients’ problems. Make sure that you offer them referrals as well
– this should be an opportunity for both of you to grow your businesses.
The goal is to get an opportunity to tell prospects the story of S.O.L.A.R. Insurance Arrangements. However, be mindful of the client; in fact, make it all about them.
Be sure to ask questions, listen, and ask more questions.
 To learn more about S.O.L.A.R. Insurance Arrangements using
Voya IUL-Global Choice, contact your Voya™ Life Companies’ Representative or call 866-464-7355, Option 4.
 Visit us at www.VoyaLifeSOLAR.com.
These materials are not intended to and cannot be used to avoid tax penalties and they were prepared to support the promotion or marketing of the matters addressed in this document. Each taxpayer should seek advice from an independent tax advisor.
The Voya Life Companies and their agents and representatives do not give tax or legal advice. This information is general in nature and not comprehensive; the applicable laws change frequently and the strategies suggested may not be suitable for everyone. Each taxpayer should seek advice from his or her tax and legal advisors regarding their individual situation.
Voya IUL-Global Choice, policy form series #1186-09/12 has an equity Indexed feature, varies by state and may not be available in every state. It is issued by Security
Life of Denver Insurance Company (Denver, CO), a member of the Voya™ family of companies. Not available in New York. The Index Cap and Index Participation Rate are subject to change for new Index Blocks. All guarantees are based on the financial strength and claims paying ability of Security Life of Denver Insurance Company who is solely responsible for the obligations under its own policies.
For agent use only. Not for public distribution. ©2014 Voya Services Company. All rights reserved. CN0925-4855-1015
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