08 July, 2015

How to Calculate Your Coverage When Buying Insurance

The following are some of the formulae for a suggested needs analysis and an explanation of how they might be used.  This is a simple, and useful means to check if your coverage is sufficient.


Income Protection
This is the amount your family would need in the event of your death.  This is especially important if you are the sole breadwinner, or the principle breadwinner.  The whole idea is to have enough set aside that their standard of living is not severely affected.  Things to consider include funds set aside for the future education of your children, for the maintenance of the house and for the settlement of debts.

The Formula: (Monthly Amount Required x 12 x No. of Years) + Immediate Expenses + Outstanding Liabilities + Emergency Fund - Existing Death Coverage

The monthly amount required is the amount needed to pay the monthly bills with a little more set aside to maintain the standard of living.

The number of years refers to the time this funds need to last before someone else in the family is able to address the imbalance in the family income stream.

The immediate expenses are the expenses of a funeral, the estate expenses and the hospital bills, if any.

The outstanding liabilities include debts in the name of the deceased, or undertaken on behalf of the family.  They include housing loans, student loans, bank loan and car loans.

The emergency fund refers to the buffer amount in the family savings account that might mitigate this loss of income stream.

The existing death coverage includes any and all arrangements that would pay out upon your death into your estate.

The calculation for the accident coverage also uses this formula since the considerations are the same upon death.  If they lead to disability, then they use the formula below.

Disability Protection
This is the amount required by you to maintain your standard of living in the event of a disability, as well as the costs involved such as the acquisition of wheelchairs, walkers and such; the modifications needed to your living space to accommodate your unfortunate inadequacy; the cost of a caregiver and the immediate and ongoing treatment which may not be covered under a hospitalisation plan.

The Formula: (Monthly Account Required x 12 x No. of Years) – Existing Disability Coverage

The monthly amount required is the same as the above.

The number of years here refers to two things.  It refers to the time this funds need to last before someone else in the family is able to address the imbalance in the family income stream.  It also factors the number of years you will live with this disability.  In general, 20 years is a reasonable period to consider.

Critical Illness Protection
This amount factors two things.  It factors the amount required by you to maintain your standard of living in the event of a critical illness.  And it considers the cost of treatment.  This is important because even though you may have a hospitalisation plan, your condition may require innovative forms of treatment that may not be covered in the schedule of treatment.

The Formula: Total Lump Sum Benefit Required – Existing Lump Sum Benefit

$700,000 is a reasonable amount required in Singapore for a comprehensive treatment plan for cancer, a major killer.

Hospitalisation Expenses
This is the amount required by you for your daily expenses.  This is especially necessary for people who are daily rated such that not working would mean no earnings, and for proprietors.

The Formula: Monthly Earnings / 30 – Existing Coverage

The monthly earnings is the average earnings per month.  This is used to calculate the daily earnings.  If that is already known, then it is unnecessary.

Retirement & Savings Requirement
The retirement requirement is the amount required to maintain a reasonable standard of living upon retirement.  This is important because in Singapore, the average retirement age is between 62 to 65 years of age.  However, the life expectancy of a man is 84 years and for a woman is 88 years.  This means that the average person is expected to live more than 20 years without an adequate income.  This is also the age where medical expenses rise, as well as the attendant costs.

The Formula: Monthly Amount Needed x 12 x No. of Years – Existing Arrangement

The monthly amount needed is the amount required by you to maintain your standard of living.  A reasonable amount to start would be 80% of your last drawn salary.

The number of years is the number of years you expect to live.  We normally take it as the average life expectancy less the age of retirement.

Summary
It is important to note here that the vast majority of people are still underinsured.  We live in an age where people do understand the need for insurance.  However, people tend to underestimate their liability and their requirements.

27 June, 2015

Transitioning Financially When a Shareholder or Director Dies

Business succession planning using insurance is the art of structuring policies to address the potential issues that may arise in the event of the passing or incapacitation of a shareholder, director or key person in a business.  What are the issues that may arise?  This depends on the status of the person who passes away.  Businesses have executive and non-executive directors, major and minor shareholders, and they may have gearing.

Consider what would happen to your business if a stockholder passes away.  There are several immediate scenarios that will develop.  The most obvious is to continue with the heirs as stockholders.  They may be either as employees or as non-employees.  This is essentially about protecting your legacy and your family.

Consequences of Uncertain Shareholdings

When a major shareholder or an important member of the management team passes away, this creates concern with the financiers, trade creditors and trade debtors.  The financiers may decide to call in their investments.  This will crash the price of the stock and severely affect the cashflow.  This is especially certain if the financier is a bank or venture capitalist.

Trade creditors may also call in their loans.  This is a pre-emptive move by most banks when the deceased is one of the guarantors of the loan.  Or, the bank may raise the interest rate or vary other terms of the loan, including requiring more collateral.  Please note that a private limited does not necessarily protect you from the debts of the business.  Most loan contracts, especially with the bank, stipulate that the board of directors in their entirety are personally responsible.  This means, if the deceased shareholder was the one who took that loan on behalf of the company, even if you were not fully aware, and the bank decides to call in the loan, and the company cannot pay it back, they will go after you.  And the bank will always go after the director with the most assets first.  What this means, is that the death of another director can bankrupt you.

Also, you will find that your debtors will suddenly be difficult to collect from, especially if this is a large debt.  This is due to the concerns above.  If the company is declared bankrupt due to the escalating creditor issues, the debtors need not pay back any debts.

Heirs as Shareholders

The following are the factors we have to consider for the heirs of the stockholders.  After all, they have no actual relationship to the business beyond financial interests.  If they are not employed by the company:

1. Will they push for greater cashflow from the dividends?

2. Will they oppose long-term plans that might impact cashflow in the short term?

3. If the heirs are majority shareholders, will they remove you from management?

4. If they are minority shareholders, will they cooperate with management?

5. If the heirs are minors, can you cooperate with the guardians or trustees?

6. Would you be comfortable with your family being dependent on the business when you are deceased?

Heirs as Employees

If they are employees of the company, there are further considerations:

1. Do they have adequate management skills?

2. Do they have experience in the job?

3. Will they work with the management team?

4. Are they worth the same remuneration as the deceased?

5. What if there are more than one heir – can you afford their salaries?

6. Will they be worth the remuneration package?

Dealing with an External Buyer

Supposing the heirs, as is most likely, do not want to be part of the company.  They will likely sell their shares.  Even with a right of first refusal option to buy back the shares, the company may not have the reserves to do so without seriously impacting the cashflow.  In such a case, it is most likely that a third party will buy the shares.  These are the following points to consider:

1. What if the buyer was a business rival?

2. Even if not, can you accept any outsider buying into the company?

3. What is the likelihood that the new shareholder will have an alternative vision?

4. If they are the majority shareholder, will they remove you from management?

5. If they are the minority shareholder, will they share the vision of the management team?

6. If they push for a place in management, will they be worth the remuneration?

7. Will they push for increased dividends?

8. If you are the deceased, can you ensure that your family get a fair price for your shares, especially if they may not be familiar with the industry or the sale process?

Selling your Stake to the Heirs

These are the immediate questions raised on the most basic scenarios.  Essentially, if your interests are not protected, it is easy to lose out.  Even should you decide to sell your shares to the heirs due to an untenable position, you have to consider the following:

1. Can you stomach losing what you built?

2. How will the heirs fund it such that you can get a fair price?

We have not even addressed premium prices.  In this case, the correct suite of life insurance policies can address the cost of the purchase at a premium forward pricing, the issues of the family income and the estate taxes.

Buying the Heirs’ Stake

Should you decide to protect your position to buy the heirs’ stake, then you have several things to consider.  The three most major are: price, funding, and payment schedule.

Price

The price is determined by negotiation, and in most cases, the negotiation begins after death, either yours or another shareholder.  That means, if your family is negotiating the sale price of your stake after your death, you have no input.  And they might not have all the facts.

Funding

How will you fund this?  You can borrow, use personal resources or take from the sinking fund if any.  None of these are ideal.  How soon can the funds be available?  And what happens should the price of the shares vary greatly – upwards or downwards?  If the purchase is funded from existing resources in the business, can the cashflow take that sort of pressure?  Will it impact future earnings if it is taken from the working capital?  Will it affect the credit rating of the company?

Payment Schedule

How much room do you have to manoeuvre?  It is likely that the seller would like the funds upfront and will not tolerate a long payment schedule.  Can you imagine paying an inflated price for shares that have dropped in the meantime?

The Solution

This begins with a properly arranged and correctly worded buy and sell agreement.  This is the most straightforward, cost-effective method to protect the interests of all parties equitably.  This is how it works:

1. A buy and sell agreement sets the price of the stake upon the death of every shareholder.

2. The price is given at a premium of the stock to ensure that the estate of the deceased is satisfied.

3. The price also satisfies the remaining shareholders by creating a price ceiling.

4. Such an agreement can also lock out undesirable buyers, such as business rivals.

The next question is how to fund this?  We fund it through life insurance policies on the life of the shareholders.  This may be bought by the company on the shareholders, or by the individual shareholders on each other.  The manner of this is important due to taxation concerns.

This being an insurance policy, it can be triggered upon the death of the shareholder, or upon his incapacitation and inability to continue with the business, depending on the type of policy and extent of coverage.  Because this is tied up with the buy and sell agreement, the buy and sell agreement becomes a fully funded agreement.  It has the following advantages:

1. It assures the heirs and the surviving shareholders have the financial strength to fulfil the sale of the shares.

2. It assures them also, that they will get an acceptable price that is a premium on the worth of the shares.

3. Since the company is not obliged to remit the entire sum claimed, only the sum of the buy and sell agreement, it can buy a higher value policy and use the difference to offset the cost of replacing a member of the management team.

4. This allows a quick clean break by facilitating the smooth sale of shares, eliminating one aspect of ownership uncertainty.

5. The estate of the deceased receive the funds quickly, in one lump sum.

6. It improves the credit rating of the business immediately.

7. It assures the continuation of the business and addresses transition of ownership.

8. Depending on how the value of the policy and the obligation of the buy and sell agreement, this also allows the business to offset any debt should the bank or another creditor decide to call in a loan.

Essentially, by putting in place a proper buy and sell agreement coupled with the correct life insurance policies, we have addressed all these concerns, ensuring the continuation of your business.


02 April, 2015

An Overview of Buying Insurance

This is an overview of my philosophy for wealth management using insurance.  The ideas here can be used by anyone for their own estate planning.  This is not brand or product specific.  One of the things we realise is that our clients are generally at one of four life stages, and these determine their financial needs.  There are five types of insurance plans.


At the first stage, people are young and single.  Within the Singapore context, the women would have just started their career and the men would be in National Service.  This is the period of wealth accumulation and liability protection.  At this stage, you would want to protect your earning capacity.

The very first plan that you should buy is a health plan.  A shield plan is the most basic insurance plan, and it is the foundation of financial planning.  A hospitalisation plan is the one plan that everyone has an opportunity to claim.  It cannot be that you never fall sick.  A basic shield plan can be paid out of your Medisave.  It is extremely cheap, and it is worth it.  This means that your coverage is immediately increased from whatever your Medisave has to up to a limit.  If you can afford it, always get the highest plan.  It does not cost much more, and when you fall sick, you do not want to be stuck in a C ward if you have options.

The limitation of this plan is that it only covers up a percentage of the cost of a hospitalisation or treatment in the schedule.  It does not include co-insurance and deductibles.  It means, you still have to come up with some money.  If you are able to come up with the cash, and that can be just over $30 monthly, buy the enhanced plan.  This covers all co-insurance and deductibles.  You do not have to come up with any money when you go to hospital.

In tandem with getting a hospitalisation plan, you should get a personal accident plan.  This affords you reasonable coverage in the event of an injury.  Like the hospitalisation plan, get it when you are young, before you have any injuries or medical problems.  Too many people regret it after they have to go for treatment without any coverage and then discover, when they want to buy a plan, they have a pre-existing condition and there is an exception that is not covered for the rest of their life.

A personal accident plan is extremely cheap, and can provide a quarter of a million coverage at much less than $50 a month.  Buying this and an enhanced shield plan at a young age is not going to cost you more than $60 a month for the average person.

For those who work in a career where their earnings depend on them being there, such as taxi-drivers, sole proprietors and such, it is worth your while to consider a hospitalisation benefits plan.  This is the second category of insurance.  Unlike the plans mentioned previously, this plan puts money in your pocket should you be hospitalised, daily.  Some pay a pre-determined amount per day over a series of days for hospitalisation, operation, and pre- and post-operation stays.  Depending on the amount paid out, the premiums can vary from the cheap to the expensive.  How much do you think your time is worth?

Once your finances are relatively stable, you have to consider the basic whole life plan.  Whole life plans are the third category of insurance plans and address three main things: your death benefit, your total and permanent disability benefit and critical illness pay out.  Some plans address two or all of these, and some plans are very specific, such as critical illness plans.  These plans are normally a part of estate planning.  Term plans also come under this category.

Good whole life plans with sufficient coverage can be expensive.  But they are expensive because they are worth it.  By the time you are ready to buy your own series of life plans, you are likely at the next stage of your life.  This is when you are ready to get married, to have your own place, and to consider measures to further your career.  You are no longer planning for one, but two.

At the very least, get a whole life plan with total and permanent disability coverage.  Total and permanent disability is defined as the inability to work or live by yourself due to the loss of your use of some of your limbs and senses.  To put it in a simple way, if out of your limbs and your eyes, you lose any two in any combination, you may claim total and permanent disability.

Critical illness coverage is extremely important in Singapore.  At the moment, one in three people in Singapore has a critical illness, mostly cancer.  Before 2020, it will be one in two.  Treatment for critical illness is very expensive.  And critical illness plans are needed to cover that cost.  Whilst a hospitalisation plan will help cover the cost of some of the treatment, it does not cover loss of income and other costs attendant to your inability to work.  Surviving a critical illness requires treatment, and treatment requires money.  This is that plan for that.

For those who got into insurance later, it might be prohibitive to address the whole life and investment needs at the same time.  As a compromise, there are investment-linked plans.  Investment-linked plans and endowment plans are excellent vehicles for wealth accumulation in anticipation of future needs.  They are generally worth buying on yourself early in your life because of the mid- to long investment horizon.  These are the fourth and fifth type of plans.

The third stage of life is when you have settled down, and you are transitioning from the wealth protection to the wealth preservation phase of your life.  This means anticipating having children and the cost of raising and educating them.  You are planning your children’s future.  That is your legacy.

When it comes to hospitalisation plans, the children can come under your own.  And if you had the foresight to get an investment-linked or endowment plan, they would have accumulated some value.  Alternatively, you may buy them now for your children’s future.  Tertiary education and their settling down is a cost that can be addressed now.  There are several hybrid plans with elements of whole life, endowment and investments.  These are multi-generational plans that can be assigned upon your child’s maturity.

Finally, once your children have grown up, and you are winding down your career, this is the final stage of your life, which can stretch on for many decades.  In general, you have reached the zenith of your earning potential and that will come to an end.  Your priority is no longer wealth accumulation, but wealth preservation.  You want to maintain your standard of living even though you are no longer working.  This is where you start to appreciate all that money spent buying all those plans and investments earlier in your life.  And this is where you put some of that money into annuities and other retirement plans.  Growing old can be lonely without some financial security.

In summary, the four stages are young and single, when you plan for yourself; just married, when you plan for two; parenthood, when you plan for a family; and finally, retirement.  The five types of policies are hospitalisation and accident plans, hospitalisation benefit plans, whole life plans, endowment plans, and investment-lined plans.

04 March, 2015

Business Succession Planning: Some Questions to Ponder about Leaving a Legacy

Business succession planning is the process where a business owner plans for the business to continue as a viable entity in the event of an adverse occurrence.  This can include any number of events, from the major shareholder requiring an exit, to a director passing away.  It is a form of liability protection.

The following are some points for any business owner, or prospective entrepreneur, to ponder.

1. If you knew that your time is up, and you will die, what would you advise your family to do with your business?  Can they take over and provide for themselves?

2. How would your business associates respond and behave?

3. If, due to death or disability, you are unable to continue, what is the likelihood that your creditors will demand immediate payment from you or your family, or they would take legal action and seize your assets?

4. What is the likelihood that your debtors will decline to pay?

5. If you have any business or personal loans, what is the likelihood that the bank will recall the loan, refinance it, or take legal action to recover it?

6. Your estate requires money upon your death.  How can they extract it without damaging the cash flow of your business?

7. Even if there are sufficient funds, the executor requires a court order to proceed to disburse your estate.  Can your family wait all those months?

8. Considering the effort taken to build your business, how would you feel if your inability to continue due to death or illness leads to a fire sale?  Can you accept if your share of the business were sold for 30% of its value, for example?

9. The day the owner dies, the business becomes speculative in value.  Do you want that to happen to you?

10. Have you tried asking your family members to run your business while you are on vacation or overseas?  Are they able to step into your shoes?

11. Considering that you might be strapped for cash, can you imagine without coverage and liability protection what the bank, the court or your creditors will say?

12. If you are a minority shareholder, will your position be protected after you are gone?


02 March, 2015

The Mirror Effect: Financial Planning & Liability Protection


The purpose of this page is to provide tips on financial planning, wealth management and liability protection.  This includes issues pertaining to the Central Provident Fund accounts.

I will also respond to matters pertaining to life insurance, group health insurance, accident and health plans, and investment-linked products as well as business succession planning and related estate planning matters.

I will also highlight events, promotions and campaigns that anyone, especially AIA clients, can take advantage of, explain policies and give my professional opinion on financial matters.

I am will also address issues pertaining to Islamic finance when necessary.

Regards,

Terence K. J. Nunis
Wealth Relationship Manager
371, Alexandra Road
AIA Alexandra, #12-10
Singapore 159963

O/+65 6373 8088
M/+65 8186 2466

terence.nunis@aia.com.sg