Enacted back on January 1, 2004, California set out new restrictions on how annuities or life insurance products can be marketed and sold to seniors. These restrictions were put in place by legislators’ who were concerned about deceptive sales methods often associated within the senior annuities and life insurance markets. The guidelines include restrictions on meeting in a senior’s home and unnecessary replacement policies among other protections.

The law requires that before an insurance agent visits a senior’s home to sell an annuity or life insurance policy; the agent must provide written notice in 14-point type that the senior will be given a sales presentation on life insurance, annuities, or other insurance products. The notice must also; list the names of others who will be there and advise the senior that they may invite family members, their attorney or financial advisors or other support to the meeting.
The trap of Unnecessary Replacement Policies
The problem with unnecessary replacement policies is that agents often receive commission when a policyholder replaces an older policy or annuity with a new one. Often, the new policy starts a new term on the contracts and requires that the insured pays a surrender charge for the annuity that’s being replaced, and all too often does not offer any financial benefit over the previous policy for the insured. So essentially they want you to buy a new policy for no reason except their own commission!
Another protection in the law is that annuities cannot be sold to seniors under the guise that the annuity will help the senior qualify for Medi-Cal assistance. This is because if the senior’s assets are equal to or less than the Medi-Cal community spouse resource allowance or the senior would otherwise qualify for Medi-Cal or if after the purchase the senior would no longer qualify the annuity has no bearing on the senior’s Medi-Cal status and is therefore not helpful. In fact, if a senior purchases an annuity in order to qualify for Medi-Cal, and the senior or the senior’s spouse still does not qualify after the purchase, then the senior may cancel the annuity and receive a refund.
The laws also make it easier for a senior to cancel an annuity contract within 30 days and receive a full refund. Furthermore there are several measures to prevent misleading advertisements, including advertisements that imply incorrectly that a particular insurer or insurance product is endorsed by any governmental agencies, non-profit or charitable organization. This tactic is often used to lure seniors into a false sense of security and is completely unethical.
Another guideline is that all agents must now complete 8 full hours of training before selling annuities. This is beneficial because the ethical agents you do come across will be more knowledgeable and better prepared.
The last section of interest, SB 618, increases the fines against insurers and agents for misrepresentation and fraudulent activities. It also protects seniors from an agent who coerces or pressures them into co-signing a loan, making an investment or providing any future benefit to the agent. And an annuity agent is NEVER allowed to persuade or recommend that the senior make the agent a beneficiary of the senior’s will, life insurance or annuity. Keep these protections in mind the next time an insurance agent comes knocking at your door!
Consumers who believe they been victimized by annuity fraud, should report the crime to their local district attorney or the Department of Insurance at 1-800-927-HELP or visiting www.insurance.ca.gov . They also may file a complaint at the Attorney General’s Web site, http://www.ag.ca.gov/consumers/mailform.htm .





















