ALIC Standard of CareDissecting Federal and State Best

ALIC Standard of Care/Dissecting Federal and State Best Interest Initiatives ALIC Regional Insurance Counsel Roundtable October 23, 2018

ALIC AGENDA § New York Rule 187 – what it says in a nutshell § Living with the new requirements Stephanie Susens, Second Vice President and Counsel, Guardian Life Bruce Ashton, Partner, Drinker Biddle & Reath LLC § SEC Best Interest Standard of Care Initiatives for Broker. Dealers and Investment Advisers Carl Wilkerson, Vice President & Chief Counsel, American Council of Life Insurers 2

ALIC Rule 187 – the Nutshell Version § DFS establishes a suitability and best interest standard for selling insurance contracts and handling in-force transactions - Suitability applies to annuities (as before) and now best interest - And now both apply to life insurance § Both producers and carriers have obligations § The rules are a lot like the vacated DOL Fiduciary Rule and the SEC proposals…but there are some differences 3

ALIC Rule 187 – the Nutshell Version Essential Producer Requirements § Must be a “recommendation” - Like DOL rule – “reasonably may be interpreted by a consumer to be advice” but adds that the recommendation • Results in a transaction or refraining from transaction or • Is intended to result in a transaction or refraining from a transaction • These seem pretty obvious, but DOL rule did not require either of these 4

ALIC Rule 187 – the Nutshell Version Essential Producer Requirements (cont. ) § Other requirements - Assessment of client suitability information • Suitability is pretty much the same as before for annuities • New list of suitability items for life insurance - Prudence (more on this later) - Setting aside the producer’s interests 5

ALIC Rule 187 – the Nutshell Version Essential Producer Requirements (cont. ) § Other requirements - Investigation of information (more on this, too) • Sufficient so that producer will have a reasonable basis to believe the recommendation is in the consumer’s best interest - Disclosure, including how producer is compensated - Documentation Note: no specific conflict of interest rules 6

ALIC Rule 187 – the Nutshell Version § The “prudence” part of best interest - Must reflect the “care, skill, prudence, and diligence that a prudent person acting in a like capacity and familiar with such matters would use under the circumstances then prevailing” - ERISA says fiduciaries must act with the “care, skill, prudence, and diligence under the circumstances then prevailing that a prudent man acting in a like capacity and familiar with such matters would use in the conduct of an enterprise of a like character and with like aims” - Wording is virtually the same in Reg BI as well Hmmm – is Rule 187 a “best interest” standard or a fiduciary one? 7

ALIC Rule 187 – the Nutshell Version § The investigation component: producers “may” [? ] weigh multiple factors relevant to consumer’s best interest including - Benefits provided by the policy - Price of the policy - Financial strength of the insurer - “Other factors that differentiate products or insurers” insurers 8

ALIC Rule 187 – the Nutshell Version Carrier Requirements § Must have system of supervision of producers reasonably designed to achieve compliance § Must have standards and procedures for - Collecting suitability information - Documentation and disclosure of the basis for the recommendation - Review of consumer complaints - Auditing or contemporaneous review of recommendations in order to monitor producer compliance, but reg permits a risk based approach 9

ALIC Rule 187 – the Nutshell Version Carrier Requirements (cont. ) § Must take the following additional steps: - Provide training for producers - Have procedures to “prevent financial exploitation” - May have varying compensation and incentives so long as they are “designed to avoid recommendations… not in the best interest of consumers” - Provide a comparison to consumers when producers are authorized to offer fee-based or commission-based versions of the same product 10

ALIC Living with Rule 187 § Keep in mind this isn’t final - Effective date is August 1, 2019 for annuities - Effective date for life insurance is 6 months after that § May be litigation to overturn…so there may be no “living with” 11

ALIC Living with Rule 187 § Possible good news (we’re making lemonade here) - Rule itself doesn’t provide for a private right of action… states that the best interest standard is to be enforced by the Superintendent - Though plaintiffs’ attorneys may find ways to sue - Seems like it will be hard to construct a class action against agents - But possible class actions against carriers for systemic problems with supervision 12

ALIC Living with Rule 187 § Issues carriers must address - How do you ensure compliance with best interest? - How do you ensure suitability for life insurance? - How will you gather data on best interest compliance, i. e. , how will you know whether the producer has met the standard? - How do you “supervise” independent agents for best interest? 13

ALIC Living with Rule 187 § Issues carriers must address - How will you ensure that producers have documented and disclosed the basis for their recommendation? - How are you going to provide training? When? How often? • And what does this do to costs? - How do you ensure agents maintain records? - How do you supervise suitability for life products? 14

ALIC Living with Rule 187 § Issues carriers must address (cont. ) - How do you modify incentives to ensure that they are “designed to avoid recommendations… not in the best interest of consumers”? • And how do you ensure this? - How do you audit for compliance? - How do you prevent “financial exploitation”? 15

ALIC Living with Rule 187 § Issues producers must address - Where do you get training? - How do you maintain records? - How do make sure your recommendations actually are in the consumer’s best interest? • May be easier for annuities • But what about life insurance? - How do ensure you comply with carrier requirements where you deal with multiple carriers? 16

ALIC Living with Rule 187 § Issues producers must address (cont. ) - Most important (and difficult): • How do you determine the factors relevant to a consumer’s best interest, e. g. , life insurance needs? • How do you gather the information about those factors? • Presumably determining the benefits provided by the policy and price of the policy will be no problem…but what about ü financial strength of the insurer ü other factors that differentiate products or insurers? 17

ALIC Best Interest Standards: In the Regulatory Spotlight and on the Radar Screen | 18

ALIC SEC Engagement - Where it is, how it got there, and where might it end up - Coordination with State Insurance Regulators Moving the Dialog Forward - An Approach to a Reasonable Best Interest Standard of Care Across All Regulatory Platforms | 19

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ALIC The Regulatory Continuum Contributing to Best Interest Standards • SEC Elimination of Fixed Commissions (May 1, 1975) • Tully Report (1995) • Rule 202(a)(11)-1 (2005) • RAND Report (2009) • DOL First Proposed Fiduciary Rule (2010) • SEC Dodd-Frank Act Section 913 Study Report (2011) • DOL Conflict of Interest Rule Adopted (2016) • Trump Administration Executive Order (2017) • DOL Postponement of Fiduciary Rule (June 2017) • SEC Chairman’s Request for Information on Standards of Care (June 2017) • NAIC Visit with SEC and DOL Leadership (October 2017) • Treasury Report on Asset Management & Insurance (October 2017) • U. S. Court of Appeals Vacates DOL Fiduciary Rule (June 2018) • SEC Best Interest Initiatives (April 2018) • New York Regulation 187 -Suitability & Best Interest (July 2018) • NAIC Amendments to Suitability in Annuity Transactions Reg. (October 2018) | 21

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ALIC Treasury Report On Fiduciary Rule (Page 64 -70) Supports the current efforts at the DOL to re-examine the implications of the Fiduciary Rule. Believes it is appropriate to delay full implementation of the Fiduciary Rule until the relevant issues, including costs of the rule and exemptions, are evaluated. Believes that conflicts of interest should be addressed in a manner that preserves, to the extent possible, access to a wide range of asset classes. Believes that conflicts of interest should be addressed in a manner that does not disrupt the free functioning of the markets and access to financial services. ” Encourages the SEC, the DOL, and the states to work together to implement a regulatory framework appropriately tailored to both preserve investor choice and protect retirement investors in an efficient and effective manner. ” | 23

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ALIC October 2017 NAIC Press Release. | 27

ALIC SEC Best Interest Initiatives Proposed Regulation Best Interest “requires a broker-dealer to act in the best interest of a retail customer when making a recommendation of any securities transaction or investment strategy involving securities to a retail customer. ” • • • Disclosure Obligation Care Obligation Conflict of Interest Obligation Proposed Form CRS “would provide retail investors with simple, easy-tounderstand information about the nature of their relationship with their investment professional, and would supplement other more detailed disclosures. ” Proposed interpretations “reaffirm SEC positions about the fiduciary duty investment advisers owe to their clients. ” Through the reconfirmed interpretations, “investment advisers and their clients would have greater clarity about advisers’ legal obligations. ” | 28

ALIC Constructive SEC Statements on Initiatives • “Proposed Regulation Best Interest would not create any new private right of action or right of rescission, ” nor did the SEC “intend such a result. ” • “Certain conflicts of interest are inherent in any principal-agent relationship. We do not intend for our standard to prohibit a broker-dealer from having conflicts when making a recommendation. ” • “The best interest obligation would not extend beyond a particular recommendation or generally require a broker-dealer to have a continuing duty to a retail customer. ” • “To satisfy proposed Regulation Best Interest, a broker-dealer would not be required to analyze all possible securities, other products or investment strategies to find the single ‘best’ security or investment strategy for the retail customer, broker-dealers generally should consider reasonably available alternatives offered by the broker-dealer as part of having a reasonable basis for making the recommendation, as required under the Care Obligation. ” • “Regulation Best Interest also would not necessarily obligate a broker-dealer to recommend the ‘least expensive’ or the ‘least remunerative’ security or investment strategy, provided the broker-dealer complies with the Disclosure, Care, and the Conflict of Interest Obligations. ” | 29

ALIC Summary of ACLI’s Position on Regulation Best Interest (“Reg. BI”) Reg. BI is a largely sensible, principles-based rule governing broker-dealer conduct. Reg. BI is vastly superior to the prescriptive DOL Fiduciary Rule and its BIC exemption. Reg. BI should retain its neutral approach to business models, operations, compensation and products. A constructive best interest standard would require financial professionals to put a consumer’s interest first by (i) acting with reasonable care, skill, prudence, and diligence in gathering and evaluating information regarding the consumer that is used to make the recommendation; (ii) making no misleading statements; (iii) providing full and fair disclosure of the recommended product’s features, fees, and charges; (iv) fairly disclosing how and by whom the financial professional is compensated; and (v) avoiding, disclosing, or otherwise reasonably managing material conflicts of interest. Reg. BI fulfills these objectives. | 30

ALICSummary of ACLI’s Position on (Continued) Regulation Best Interest The SEC “should lead—but not dictate—federal and state regulatory efforts in this area” to “minimize the effects of regulatory complexity, and potentially inconsistent legal standards applied to financial advice, due to the number of regulators in this space. ” Clarity, consistency and coordination across all regulatory platforms will best serve investors, and thwart regulatory arbitrage. Retirement savers deserve standards ensuring continued access to a wide variety of retirement products, retirement savings information and related financial guidance from financial professionals acting in their best interest. Conscientious evaluation of the many different business models operating in this space and the economic impact of potential modifications will contribute to efficient, effective regulation. Disclosure will need careful coordination to properly mesh with amendments to Form CRS. A single disclosure fulfilling Reg. BI and Form CRS would reduce disclosure burdens. | 31

ALICof ACLI Position on Form CRS Summary The disclosure under Reg. BI and Form CRS should fulfill parallel philosophies and avoid conflicting or confusing consumer information. Form is built on the template of a full-service broker-dealer and fits broker-dealers or investment advisers affiliated with life insurers poorly. Stipulates a length that may be too short for broker-dealer or investment adviser information in the insurance world; Establishes unnecessarily restrictive formatting standards for dual (broker-dealer/investment adviser) registrants. Is not flexible enough to fully or accurately describe investment advisory services provided by insurance affiliates that are not registered investment advisers, such as banks or thrifts. Requires inapplicable, inaccurate or misleading statements. Establishes conflict of interest disclosure unsynchronized with Reg. BI. | 32

ALIC Summary of ACLI Position on Proposed Investment Adviser Interpretations SEC must consider the impact of proposals on the unique business models of life insurance companies. SEC should continue to provide interpretative guidance and rely upon the voluminous existing guidance and case law regarding the duties of investment advisers, rather than attempting to codify this body of existing law. Life insurers with associated investment advisers and broker-dealers are subject to multiple layers of regulation from state insurance commissioners, state securities regulators, the SEC, and FINRA. | 33

ALIC Statistics and Timetables SEC Initiatives Totaled Over 1000 pages with 1500 Questions 6, 435 Comment Letters Filed Over 70 Meetings Between SEC and Industry Representatives Adoption by 12. 31. 18? - SEC Chairman’s Speech Multiple Moving Parts and Alignment of Regulatory Planets-First or Second Quarter ‘ 19? | 34

ALIC Coextensive State Regulatory Developments Amendments to NAIC Suitability in Annuity Model Regulation to Incorporate Best Interest Concepts Specific State Actions with “Fiduciary Rule” Flavor • New York Regulation 187 • Replication in Other States? | 35

Possible ALIC Predictors for SEC Action on Regulation Best Interest • SEC Chairman’s Request for Information: Assumptions about a Possible Uniform Fiduciary Standard from SEC Request for Data & Information about Standards of Conduct for Investment Advisers & Broker. Dealers (June 2017) • “Personalized investment advice about securities” would include a “recommendation” as interpreted under existing broker-dealer regulation and any actions or communications that would be considered investment advice about securities under the Advisers Act (generally not “impersonal investment advice” or general educational tools); • The term “retail customer” would have the same meaning as in the Dodd-Frank Act; • Any action would apply to all SEC-registered broker-dealers and SEC-registered investment advisers; • The uniform standard would accommodate different business models and fee structures (brokers could receive commissions, no asset-based fee requirement, principal trades allowed with disclosure); • The uniform standard would generally not require either broker-dealers or investment advisers to (i) have a continuing duty of care or loyalty after providing advice about securities or (ii) provide services beyond those contractually agreed upon with the retail customer; • Offering or recommending only proprietary products or a limited range of products would not by itself constitute a violation of the fiduciary standard; • Advisers Act Sections 206(3) and 206(4) and related rules would continue to apply to investment advisers but not to broker-dealers; and • Existing law and guidance would continue to apply to broker-dealers. | 36

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ALIC The Influence of Perception Measured Against Regulatory Statistics

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