Connect with us

Accounting

Life insurance performance evaluation strategies for accountants and clients

Published

on

Life insurance is an integral part of an overall financial plan. Regular reviews can determine whether the policy is performing according to expectations and meeting the client’s current financial objectives. Most importantly it will determine whether the client’s coverage will be in place when needed, at the insured’s passing. There are many factors to consider that will impact the performance of a life insurance policy. A periodic review of your client’s life insurance portfolio will determine that the product’s features, benefits and costs, as well as the client’s current planning objectives, are being met. One of the most significant reasons for doing so is to determine a life insurance policy’s current and all-important future cash value and how it’s being impacted by the policy’s cost of insurance.

Knowing the current accumulated cash value allows one to make several important assumptions, the most prominent being whether the cash value will be sufficient to prevent the policy’s coverage from expiring prematurely. Non-guaranteed universal life insurance is an asset class that must be actively managed in the same manner as a client would evaluate the performance of their stock, bond, or real estate portfolio. 

During the past 30 years, many owners of life insurance policies have found and are continuing to discover that if they purchased life insurance between the early 1980s and early 2000s, there was a three out of four chance that their policy was of a non–guaranteed nature, meaning its duration of coverage was entirely dependent on the overall accumulated cash value based on the cumulative interest rate earned by their life insurance policy. For example, In the 1980s, when interest rates were 17 to 18% and many owners of these new non-guaranteed universal life insurance policies mistakenly assumed that the current interest rate would always remain in the vicinity of the initial 17 to 18%, over the next 20 to 30+ years. But as rates continuously declined, with the exception of the last two years, they in fact only earned an average of 4 to 5%. Unfortunately, the owners of these non- guaranteed policies have since found themselves in a situation where 30 to 35% of these existing non-guaranteed contracts have been and are continuing to expire prematurely at a steadily increasing rate. The accumulated cash value was simply insufficient to cover the policy’s annual costs when the insured was in their mid-80s 

In the case of a lapsing policy with a loan, the policy owner is subject to income taxes, as a result of forgiveness of debt if the policy expires before the insured. Likewise, if a trustee or grantor forgets to pay the premium or assumes no premium is due when in fact it is, the insurance companies will at the broker’s initial request based on a checkmark on the application pay the premium to keep the policy in force. Further, it will consider those premiums as a loan and charge a cumulative 5 to 6% interest rate on the loan each year. The trustee and the grantor are often unaware that this loan and the accruing interest on that loan are draining the policy’s cash value, thus accelerating the policy’s premature expiration. It’s of paramount importance that the policy not be allowed to expire before the insured does.

My experience over the last 35 years has shown me that a typical unskilled trustee, usually the eldest son or daughter of the insured, was not given proper guidance that a non-guaranteed policy was no longer a “buy and hold” asset     that could be placed in a drawer and forgotten and had instead become a        “buy and manage” asset. As a result, there were no procedures in place to properly manage a personally owned or trust-owned life insurance policy. Further exacerbating the problem is the fact that the insurance agent/broker may no longer be involved, and the insurance company, contrary to popular belief, is not obligated, beyond sending an annual statement with important information about the fact that interest rates could adversely impact the duration of coverage, buried somewhere on page 4 of an eight-page report. 

Here’s a little-known fact: It’s not in the insurance company’s best interest that one’s coverage remains in force. The reason being, they profit when policies expire prematurely. Consider the fact that after years of an insured paying their premiums, a death benefit is not required to ever be paid because the policy lapsed. 

Such are the consequences of sustained reduced interest rates and years of in- attention on the part of the sons and daughters acting as the private owners or unskilled trustees of their parents’ life insurance policies. Sons and daughters that didn’t know that they were 100% responsible for the performance of their policies. Nor did they know they should have increased the premium they paid to the insurance company over the last 20 to 30 years as that would have been the only way they could have made up for the reduced earnings caused by falling interest rates. (with exception of the last two years)

As a result, an increasing number of trust beneficiaries and their families are finding themselves left without the life insurance proceeds they were otherwise expecting to receive. Many of those beneficiaries are now litigating against other family members and their advisors who didn’t know any better but should have. These situations leave owners in a position where they must decide whether it makes sense to continue their coverage so it lasts through their life expectancy at a significantly higher cost than their current premium, or to give up (lapse) all or part of the coverage. 

So how can an attorney or accountant, acting as a trustee themselves or an advisor to the policy owner or trustee, know if the universal life policy they, or their clients, own has problems? The most reliable way to understand how a policy is performing is to order an in-force historic re-projection. This evaluation illustrates the policy from its inception until the present and contains all premiums paid to date and the policy’s current cash values. These values must now be projected into the future based on current guaranteed crediting rates and on the current increasing mortality costs and costs of insurance that the insurance company charges the insured each year. The tools to provide these analytical services are available; they just need to be used. 

The best course of action for a son or daughter acting as an accommodation or unskilled trustee, or for their advisor attempting to maintain their client’s life insurance coverage, would be for them to engage an experienced independent life insurance consultant to conduct a performance evaluation to determine whether the policy funding their trust is one of the 70% of non-guaranteed policies that are most likely to be in danger of expiring prematurely. This is then followed by setting up a plan for corrective action with the objective of making changes in strategies meant to best remedy the current situation so as to maintain the policy’s coverage. 

Should you come across a client in this position, consider an alternate exit strategy rather than merely surrendering the policy back to the insurer and instead engage a licensed life settlement broker to consider the sale of the policy in the secondary marketplace to an institutional investor. In doing, so you will find that it’s common for a client to receive an offer that’s two to three times higher than the cash surrender offered by the insurance company. The ideal candidate for such a transaction is an insured person over the age of 70 and ideally in poorer health than they were when they applied to the coverage. Basically, an older insured person in poor health will receive a better offer than a younger individual in good health. 

Another important reason to consider a sale of a policy rather than allowing it to lapse is in the case of a lapsing policy with a loan, the policy owner can be subject to income taxes, as a result of forgiveness of debt if the policy expires before the insured. If the policy with the debt survives the insured, the debt is forgiven and no taxes are due. Likewise, if a trustee or grantor forgets to pay the premium or assumes no premium is due when in fact it is, most insurance companies — based on the agent or broker checking the box to prevent the policy from lapsing — will automatically pay the premium to keep the policy in force. Further, it will consider those premiums to be a loan and charge a cumulative 5% interest rate on the loan each year. The trustee and the grantor are often unaware that this loan and the accruing interest on that loan are draining the policy’s cash value, thus causing it to expire prematurely.

Many accountants and attorneys have suggested that their high-net-worth clients use an institutional trustee for their trust-owned life insurance policies, while others have chosen to serve as trustees of such trusts themselves. Since institutional trustees charge a fee for their services, only a small portion of trust-owned life insurance policies — less than 10% — use a corporate or institutional trustee to professionally manage a client’s irrevocable life insurance trust. The other 90% ask a family member or close friend or an advisor to act in the capacity of an accommodation or unskilled trustee. 

Lastly, it’s important for any trustee to be aware that with the title and fee comes a significant amount of responsibility and fiduciary liability to evaluate the performance of a client’s portfolio. If they are not equipped to do so, it’s their duty to engage the services of a professional who can.

Continue Reading

Accounting

AI great at simple tasks but struggles with complexity

Published

on

Artificial intelligence has indeed led tech-forward firms (including those in this year’s Best Firms for Technology) to be more efficient and productive in both client-facing and administrative tasks, but at the same time professionals have found the technology still struggles with precision and accuracy, which limits its usefulness for complex work. 

On the positive end, firms such as the Texas-based Franklin Alliance reported that adopting AI technology has dramatically increased their capacities as bots take on repetitive manual tasks with an ease and a speed far past more conventional automation setups, allowing accountants to focus more on higher value tasks. 

“What’s been most impressive about the AI tools we’ve explored is their ability to dramatically reduce the time spent on repetitive, manual tasks—things like document summarization, data extraction, and even early-stage tax prep. In the right context, these tools create real efficiency gains and allow our team to shift focus to higher-value advisory work,” said Benjamin Holloway, co-founder of Texas-based Franklin Alliance. 

Robot AI scale balance

madedee – stock.adobe.com

For some, like Illinois-based Mowery & Schoenfeld, these efficiencies have been most impressive on the internal administration side, with AI effectively taking care of the non-accounting work that nonetheless keeps many firms afloat, especially where it concerns meetings. 

“Truly most impressive and a huge time savings for us has been AI’s ability to record and summarize Team meetings. Circulating notes and reducing administrative burden on such activities has freed up much capacity, both for our admin side and for partners or management who are not able to be at every meeting,” said Chris Madden, director of information technology.

Others, like top 10 firm Grant Thornton, emphasized AI’s benefits in client-facing activities and noted that it has been especially meaningful in its risk advisory services at least partially due to the firm’s recently-launched CompliAI tool, designed specifically for this area. 

“The tool uses generative artificial intelligence and was developed using Microsoft technology, including Microsoft Azure OpenAI Service. CompliAI’s ability to quickly analyze vast datasets and identify potential risks has proven invaluable in combining Grant Thornton’s extensive global controls library with generative AI models and features, including AI analysis, ranking and natural language processing capabilities. As a result, our employees can run control design and assessment tasks in minutes, versus days or weeks. This means clients enjoy faster operational insights, which could amount to a new level of efficiency and a path toward transformative growth,” said Mike Kempke, GT’s chief information officer. 

Another positive frequently mentioned, such as by top 25 firm Cherry Bekaert, has been the accessibility and ease of use for many AI solutions even for those without strong technical capacities. Assurance partner Jonathan Kraftchick said this means they did not need to wait long before they began seeing results. 

“The most impressive aspect of AI has been its ability to add value with minimal ramp-up time. Many of the tools we’ve implemented have a low barrier to entry, allowing users to start experimenting and seeing results almost immediately. Whether it’s drafting content, conducting accounting research, summarizing meetings, normalizing data, or detecting anomalies, AI has consistently helped accelerate tasks and enable our teams to focus on higher-risk or higher-value areas,” he said. 

Several firms, such as California-based Navolio & Tallman, also mentioned improvements to broad strategy and ideation, saying it’s been good for enhancing creativity and accelerating the early stages of their work. 

“We’ve still seen value in AI as a jumping off point for ideas and strategy. It’s been helpful for brainstorming, drafting early versions of client communications, and supporting high-level planning conversations,” said IT partner Stephanie Ringrose. 

Inconsistencies, inaccuracies, insufficiency, and insecurity

At the same time, firms over and over again said that while the strength of AI comes in handling simple jobs, it often lacks the precision and consistent accuracy needed for higher value accounting work. While it can certainly generate outputs at an industrial scale, trusting that those outputs are correct is another story for firms like Community CPA and Associates. 

“AI is incredibly useful for certain types of tasks, such as summarization, data extraction, answering simple questions, drafting communications or documentation, brainstorming ideas, or serving as a sounding board. However, we have observed that most AI tools we’ve tried have difficulty with complex tasks that require lots of context, precision, or domain-specific knowledge. Oftentimes in these cases, AI tools will generate responses that are overly confident or wrong and are missing key information due to not being integrated with other systems or software we have,” said CEO Ying Sa. 

Some, like top 25 firm Armanino, noted that these challenges mean that humans need to devote considerable time to ensuring the quality of AI outputs and intervening when the programs go off track. 

“The primary disappointment stems from the occasional inaccuracies or biases inherent in AI-generated outputs, commonly referred to as ‘hallucinations,’ necessitating continuous human oversight to ensure reliability. Addressing these inconsistencies remains an ongoing challenge,” said Jim Nagata, senior director of  cybersecurity and IT operations. 

Top 25 firm Eisner Amper’s chief technology officer Sanjay Desai noted that these issues with accuracy and consistency can be found across AI solutions, though noted that the technology is still quite new and so many things are still in the process of being refined. 

“The lows come from the gap between what’s possible and what works reliably in practice. We still need strong guardrails to define valid inputs and outputs, especially in sensitive use cases. Technologies like retrieval augmented generation (RAG) haven’t yet delivered the accuracy or consistency we need when working with proprietary or domain-specific data. Even in mature areas like audio-to-text transcription, we see issues—particularly with accurately identifying speakers in multi-person meetings, which affects the quality of recaps and follow-up actions. In short, while LLMs have come a long way, making them enterprise-ready still requires ongoing human oversight, thoughtful implementation, and continuous refinement,” said Desai. 

Another issue reported by several firms was what firms like Navolio & Tallman saw as ongoing security risks from AI solutions that limits their ability to apply the technology to more sensitive use cases.  

“The overall attention to security and privacy is still more limited than our industry requires, vendors have not yet aligned their pricing models with the impact their tools make to the business, and vendors still oversell their AI capabilities,” she said. 

Top 25 firm Citrin Cooperman also noted–among other things–that the security of these solutions could stand to improve. 

“The overall attention to security and privacy is still more limited than our industry requires, vendors have not yet aligned their pricing models with the impact their tools make to the business, and vendors still oversell their AI capabilities,” said chief information officer Kimberly Paul. 

Another issue with AI that firms have reported is that solutions today don’t seem to integrate especially well with other programs, which limits the ability of these solutions to work across multiple systems in a single coherent workflow–under such conditions, AI solutions can wind up being siloed from the very areas it is needed the most. 

“We believe one of the biggest gaps in current AI solutions is the inability to integrate into other AI solutions to work collectively across one process or workflow. There are many cases where one AI solution is very good at a specific task, while another is very good at another process or task, but the gap is the ability to integrate those solutions together to solve for an entirety of a process or a workflow,” said Brent McDaniel, chief digital officer for top 25 firm Aprio. 

There is also the matter of data integration, which is needed for AI systems to gain a more holistic understanding of a firm’s needs. Without such integrations, AI becomes more limited in its ability to develop insights and provide actionable guidance, according to Tom Hasard, IT shareholder for New Jersey-based Wilken Gutenplan.  

“We wish AI tools could fully synthesize all of our internal data and unique expertise—beyond the scope of general internet search—and provide detailed, context-specific answers for our team. In the near term, we envision an internal system that taps into our accumulated knowledge to assist staff in resolving complex client problems more quickly. Over time, this capability could be extended to give clients direct, on-demand access to our specialized insights, effectively scaling our expertise and delivering value in a more immediate and personalized way,” he said. 

Beyond just data, lack of integration also limits the ability for AI to address complex problems due to lack of cross-disciplinary expertise, according to Kempke from Grant Thornton. 

“Current AI solutions lack the deep cross-disciplinary expertise to be able to solve complex issues. AI today is optimized for specific fields and tasks but when it comes to solving problems that span multiple disciplines such as Tax, Legal and Finance, the current solutions are not yet capable of providing meaningful advice and guidance. Grant Thornton is already working with various AI partners on this issue and targets to be a very early adopter of the next iteration of AI that addresses this,” he said. 

The AI wishlist

Many firms hoped that the next generation of AI solutions would address these sorts of problems in a way that will allow them to become true assistants capable of taking on complex tasks that require extensive judgment. 

“We have found that AI currently lacks in the ability to replicate human creativity and complex decision-making. While AI excels at data analysis and task automation, it struggles with tasks requiring creativity and nuanced judgment. If AI could offer more sophisticated support in areas such as accounting and audit services, its value and impact in our daily lives would be significantly enhanced,” said Jim Meade, CEO of top 50 firm LBMC. 

Desai, from Eisner Amper, also pointed out that AI isn’t very good at handling bad data, which is a problem considering that AIs run on data. This means that using AI effectively today still requires a great deal of data processing and sanitation to make information useful. If humans did not need to do so much manual cleanup to get data AI-ready, it would help make the technology even more efficient.  

“One of the biggest gaps in AI today is its limited ability to handle bad data. Since data is the foundation of any AI strategy, it’s a challenge that most organizations still face— dealing with messy, inconsistent, or unstructured data. We wish AI could do more to identify, fix, and improve data quality automatically, instead of relying so much on manual cleanup,” said Desai. 

Finally, Avani Desai, CEO of top 50 firm Schellman, said that AI needs to not only be safer, it needs to be visibly so, as trust and confidence in the technology is often key to adoption. 

“I wish that AI could de-risk itself so that clients would be more open to using it and build client trust. If AI could more clearly demonstrate safety and responsible use, adoption would be much easier. Once people understand it’s here to help—and learn to use it responsibly—the fear will fade,” she said. 

Continue Reading

Accounting

Staten Island’s Malliotakis open to $30K SALT cap

Published

on

Representative Nicole Malliotakis said increasing the state and local tax deduction cap to $30,000 from $10,000 would reduce the tax burden of the vast majority of people in her district, indicating support for a proposal that is dividing Republicans.

“Every member needs to advocate for the particular needs of their district. Tripling the deduction to $30,000 will provide much-needed relief for the middle-class and cover 98% of the families in my district,” Malliotakis, a Republican representing Staten Island, New York and a member of the House tax committee, said in a statement to Bloomberg News on Friday.

Malliotakis’ nod of approval for a $30,000 SALT deduction cap comes as Republicans are fighting among themselves about how high to increase a tax break that has the potential to scuttle President Donald Trump’s entire tax package.

House Speaker Mike Johnson on Thursday said the $30,000 write-off limit is one of several options being discussed. That figure was rejected by several other New York Republicans, including Elise Stefanik, Nick LaLota, Mike Lawler and Andrew Garbarino. California’s Young Kim also rebuffed the idea.

Malliotakis’ district has less expensive property values and lower incomes than some of the other lawmakers pushing for a SALT expansion, making it politically viable for her to accept a lower cap than some of her colleagues.

White House Press Secretary Karoline Leavitt suggested on Friday that Trump would not weigh in on an appropriate level for a SALT cap, leaving it to lawmakers to resolve.

“There’s a lot of disagreement on Capitol Hill right now about the SALT tax proposal, and we will let them work it out,” she told reporters.

House Republicans’ narrow majority means that Johnson needs to win the support of nearly all his members to pass Trump’s tax-and-spending package. 

Several of the SALT advocates have said that they are willing to block the bill unless there is a sufficient increase to the deduction. However, most members have not publicly stated how high the deduction must be to win their support.

The debate over SALT has proved to be a particularly thorny fight because it is a political priority for a small but vocal group of Republicans representing swing districts critical to the party maintaining a majority in the 2026 midterm elections. 

Expanding the write-off is an expensive proposition, and Republicans have little fiscal wiggle room as they are sparring over ways — including cuts to Medicaid and levy hikes on millionaires — to offset the cost of the tax-cut package.

The House Ways and Means Committee is slated to consider the tax portion of the bill on Tuesday, including SALT changes.

Continue Reading

Accounting

GOP eyes endowment tax hike in escalation of Ivy League feud

Published

on

House Republicans are considering increasing taxes on university endowments, a significant threat to some of the nation’s wealthiest schools as President Donald Trump seeks to tighten control over American higher education.

The measure is in a draft of the tax package Republicans are weighing, according to people familiar with the matter who spoke on condition of anonymity to share details on the effort. The proposal would create a tiered system of taxation so that wealthy colleges and universities pay more as the size of their endowment grows, the people said. 

Republicans are considering boosting the 1.4% endowment tax currently on the books to rates as high as 14% to 21%, a person familiar with the matter said.

The bill is not finalized, however, the people cautioned, and the draft could change as Republicans negotiate its terms, a complex task as the party looks to renew and expand tax breaks and find ways to pay for them with only a narrow House majority.

Targeting university endowments would be a major escalation of Trump’s fight with elite colleges and universities, which has seen the administration demand changes to school policies that reflect his priorities. 

The current tax on private-school endowments ensnares many of the richest universities, like Harvard University and Yale University, as well as smaller elite institutions such as Amherst College and Williams College. Some of the wealthiest private colleges in the country boast endowments of at least $500,000 per student. 

Harvard, in particular, with a $53.2 billion endowment, has been locked in a high-stakes fight with the Trump administration over its demands for changes at the school. Harvard has sued several U.S. agencies and top officials for freezing billions of dollars in federal funding. Trump has also threatened the school’s tax-exempt status, though experts say revoking that designation would be a lengthy process involving the Internal Revenue Service and the courts.

A new poll by AP-NORC out Friday shows a majority of Americans disagree with Trump’s demands that higher-education institutions make curriculum and cultural changes or face the loss of federal funding for scientific and medical research or have their tax-exempt status threatened.

The poll found that 62% of Americans support maintaining federal research funding, 72% believe “liberals, students and professors can speak freely to at least some extent,” and 84% are concerned at some level about the cost of tuition, an issue Trump has not focused on.

Trump’s 2017 tax package, which Republicans are moving to renew, implemented an endowment levy of 1.4% on net investment income, similar to one that private foundations pay. That levy generated more than $380 million from 56 colleges or universities in 2023 — though it affected just a small fraction of the 1,700 private, nonprofit US schools. 

House Budget Committee Chairman Jodey Arrington floated a long list of possible budget cuts in January that included raising $10 billion over 10 years by raising the endowment tax to 14%.

Discussions over the Republican tax package are reaching a critical stage. Trump is meeting Friday with the chair of the House Ways and Means Committee — the chamber’s tax-writing panel, according to people familiar. 

Trump and Representative Jason Smith will discuss the draft proposal. The committee is expected to release parts of the bill later this afternoon and the rest of the draft on Sunday night or Monday, the people said.

One of the people familiar cast the effort as a bid by Republicans to ensure that universities spend their endowments on their students and not on other initiatives disfavored by conservatives, such as diversity, equity and inclusion efforts or on challenging the Trump administration’s policies.

Continue Reading

Trending