Apex Family Wealth

Client Profile Standards客户画像标准
Internal
Recommended Standard Settings推荐标准配置

Client Profile Playbook客户画像手册

Standard product configurations by life stage and family profile. Based on the Financial Foundation framework and real case studies from team training. Each profile maps to a recommended mix of protection, accumulation, and income products across our carrier partners.按人生阶段和家庭画像的标准产品配置。基于「家庭财务大厦」框架和团队培训的真实案例。每个画像对应一套跨合作机构的保障、积累和收入产品推荐组合。

Financial Foundation Framework — Build From The Ground Up家庭财务大厦框架 — 像建房子一样，从地基开始
05Growth & Risk Assets增长与风险资产Stocks · Mutual Funds · RILA · VUL股票 · 基金 · RILA · VUL
04Real Estate & Stable Assets房产与稳定资产Primary Home · Indexed Annuities住房 · 指数年金
03Tax-Advantaged Growth税务优化增长IUL · Roth IRA · 401(k) OptimizationIUL · Roth IRA · 401(k)优化
02Long-Term Savings长期储蓄Retirement · Education Funding · LTC退休 · 教育基金 · 长期护理
01Family Protection家庭保护Health · Life · Disability · Emergency Fund健康 · 寿险 · 残疾 · 紧急备用金

Young Professional年轻专业人士

Single or newly married, no children. Building career, starting to accumulate. Time is the greatest asset — compound growth starts here.单身或新婚，无子女。事业起步期，开始积累。时间是最大的资产——复利增长从这里开始。
Age 22–30年龄22-30 Income $50K–$120K收入$50K-$120K Low Debt低负债 No Dependents无抚养人
Foundation基础
Protection保障
Term 20/30 — $500K–$1MTransamerica
IUL — $250K–$500KNationwide
Start IUL early for maximum compound growth. Term provides affordable coverage gap.尽早开始IUL以获得最大复利增长。Term提供经济实惠的保障缺口补充。
Accumulation积累
IUL — $300–$500/moNationwide / Transamerica
Robo-AdvisoryBetterment
Discipline + consistency are the keys. Every week delayed costs $1,788 in future value.纪律+坚持是关键。每延迟一周，未来价值损失$1,788。
Priority Actions优先事项
Emergency Fund (3–6 mo)IUL / Bank
Employer 401(k) MatchMaximize
Build savings habit. Tax-free growth starts now, compounds for 35+ years.建立储蓄习惯。免税增长从现在开始，复利35年以上。
Target Protection:目标保障: $500K–$1M
Monthly Savings:月储蓄: $300–$800
Annual Premium:年保费: $3,600–$10,000

Young Family — Dual Income年轻家庭——双收入

Married with young children (0–10). Peak responsibility: mortgage, childcare, education ahead. Both spouses need coverage. The “combination punch” approach.已婚，幼儿(0-10岁)。责任高峰期：房贷、育儿、教育在前方。夫妻双方都需要保障。"组合拳"策略。
Age 30–40年龄30-40 Income $150K–$400K收入$150K-$400K Mortgage房贷 2 Children2个孩子
Core核心
Protection — Both Spouses保障——夫妻双方
IUL — $1M each spouseNationwide Accumulator II
Term 20 — $1M eachTransamerica / Pacific Life
Coverage need: income replacement (16yr) + mortgage + education = $2M+ per spouse.保障需求：收入替代(16年) + 房贷 + 教育 = 每人$2M+。
Education & Accumulation教育与积累
Child IUL — $100K+ eachNationwide / Transamerica
Parent IUL overfundNationwide / Pacific Life
IUL cash value is FAFSA-invisible. By college, projected $730K+ available. Does not affect financial aid.IUL现金值对FAFSA不可见。大学时预计可用$730K+。不影响助学金申请。
Retirement & Tax退休与税务
Solo 401(k) / SEP IRAInvesco
Roth IRABetterment / Invesco
Tax diversification strategyTax Now / Later / Free
15 years of consistent $50K/yr savings targets financial freedom by age 50.坚持15年每年存$50K，50岁实现财务自由。
Target Protection:目标保障: $2M–$4M
Monthly Savings:月储蓄: $1,500–$4,000
Annual Premium:年保费: $15,000–$50,000

Mid-Career — Peak Earning中年——收入高峰期

Established professional, teenagers approaching college. Highest income, highest tax burden, highest liability. Time to consolidate, optimize tax, and add LTC protection.资深专业人士，青少年即将上大学。收入最高、税负最重、责任最大。整合保单、税务优化、增加长期护理保障。
Age 40–55年龄40-55 Income $200K–$500K+收入$200K-$500K+ High Tax Bracket高税率 College in 2–8 Years2-8年后上大学
Optimization优化
Protection & LTC保障与长期护理
IUL with LTC Rider — $1M+Nationwide CareMatters
Whole Life 1035 → IULNationwide / Pacific Life
Asset Protection IULPacific Life PDX
One stone, three birds: cash value + LTC protection + death benefit. Annual LTC rider cost ~$312.一石三鸟：现金值 + 长期护理 + 身故理赔。年LTC附加险成本约$312。
Education & Financial Aid教育与助学金
Asset reallocation: visible → invisibleStrategy
IUL overfund for collegeNationwide / Pacific Life
FAFSA / CSS Profile optimizationPlanning
Move includable assets to excludable. IUL cash value not counted in EFC/SAI. $4.4B in Pell Grants go unclaimed.将可计入资产转为不可计入。IUL现金值不纳入EFC/SAI计算。$44亿Pell Grants无人领取。
Retirement Catch-Up退休追赶
401(k) Rollover → VAJackson National Perspective II
RILA — $100K+Equitable SCS PLUS / Jackson
FIA with income riderAthene / Allianz / Nationwide
Tax diversification critical: Tax Now + Tax Later + Tax Free. VUL for high-risk-tolerant clients.税务多元化至关重要：当前纳税 + 延后纳税 + 免税。高风险承受力客户可选VUL。
Target Protection:目标保障: $2M–$5M
Monthly Savings:月储蓄: $3,000–$8,000
Annual Premium:年保费: $30,000–$100,000

Pre-Retirement退休前期

Children launched, mortgage reducing, focus shifting to income certainty, healthcare costs, and legacy. Policy consolidation and retirement income design become primary.子女独立，房贷减少，重心转向收入确定性、医疗费用和遗产。保单整合和退休收入设计成为首要任务。
Age 55–65年龄55-65 Income Declining收入下降 Health Priority健康优先 Empty Nest空巢
Transition过渡
Income Design收入设计
FIA with Lifetime IncomeAthene Ascent Pro
FIA with Guaranteed WithdrawalNationwide / Allianz
VA with GMWBJackson Perspective II
Three paychecks in retirement: Paycheck (essentials), Play-check (lifestyle), Medi-check (healthcare).退休三张支票：工资支票(基本生活)、娱乐支票(生活品质)、医疗支票(健康护理)。
Protection Consolidation保障整合
Consolidate old policies → IULNationwide / Pacific Life
1035 Exchange: WL → IULIncrease coverage, reduce premium增加保障，降低保费
Add LTC rider if not yetNationwide CareMatters
Real case: $250K WL → $500K IUL, premium reduced from $2,453 to similar, added LTC + retirement income.真实案例：$250K终身寿险→$500K IUL，保费降至相近水平，增加了LTC + 退休收入。
Accumulation & Growth积累与增长
RILA for market participationEquitable SCS PLUS
Managed portfolioBetterment / American Funds
Downside protection priorityZero is Hero
Sequence of return risk is real in distribution phase. Floor protection critical. $500K premium → ~$5K/mo lifetime income.退休取款阶段收益顺序风险是真实的。保底保护至关重要。$500K保费→约$5K/月终身收入。
Target Income:目标收入: $3K–$8K/mo
Rollover Amount:转账金额: $200K–$1M+
LTC Benefit:LTC保障: $500K–$2M

High Net Worth Family高净值家庭

Significant assets, complex tax situation, estate planning needs. Multiple properties, business ownership, lawsuit exposure. Legacy and asset protection are primary drivers.资产丰厚，税务复杂，有遗产规划需求。多处房产、企业主、诉讼风险。遗产传承和资产保护是核心驱动力。
Net Worth $2M+净资产$2M+ Business Owner企业主 Estate Planning遗产规划 High Liability高责任风险
Advanced进阶
Estate & Legacy遗产与传承
IUL — $3M–$10M facePacific Life PDX IUL 2
ILIT (Irrevocable Life Trust)Estate Planning
Children IUL — $1M eachNationwide / Pacific Life
Life insurance: income tax free, no probate, liquid asset. ILIT removes from taxable estate. Legacy: $160K deposit → $6.5M total value.人寿保险：免收入税、免清算、现金支付。ILIT将保险移出应税遗产。遗产：$160K投入→$6.5M总价值。
Asset Protection资产保护
Max-funded IULPacific Life / Nationwide
Creditor-exempt assetsState-specific
VUL for market exposureNationwide VUL Accumulator
Pacific Life: high face amount specialist, EPFR performance factor design, international underwriting friendly.Pacific Life：高保额专家，EPFR绩效因子设计，国际核保友好。
Tax Optimization税务优化
Tax-free retirement via IUL$5M+ CV target
Large premium FIAAthene / Allianz
Managed assetsAmerican Funds / Betterment
Real example: 18 IUL/VUL policies, $29M protection, $2.5M IUL CV, $3M annuity, $5M RILA. Zero stock exposure.真实案例：18份IUL/VUL保单，$29M保障，$2.5M IUL现金值，$3M年金，$5M RILA。零股票敞口。
Target Protection:目标保障: $5M–$29M
Annual Premium:年保费: $50K–$200K
Estate Value:遗产价值: $6M–$16M+

Next Generation — Children’s Policies下一代——儿童保单

Policies opened at birth or young age. Maximum time horizon for compound growth. The most powerful financial gift a parent can give. “Leave a Legacy” strategy.出生或幼年开立保单。最大化时间复利。父母能给孩子最强大的财务礼物。"留下传承"策略。
Insured Age 0–18被保人年龄0-18 Parent-Funded父母出资 40–60 Year Horizon40-60年期限 Legacy Play传承策略
Legacy传承
Primary Vehicle核心工具
IUL — $500K–$1M faceNationwide / Transamerica
Start at age 0. Total deposit $160K over 18 years. Projected: $1M CV at 40, $3M CV at 60.从0岁开始。18年总投入$160K。预计：40岁$1M现金值，60岁$3M现金值。
Projected Outcomes (Age 60–110)预期成果 (60-110岁)
Tax-free income$200K/yr for 50 years
Legacy death benefit$6.5M
Total lifetime value$16.5M
This is the “financial real estate” concept. Lifetime protection + tax-free access + legacy transfer.这是"金融投资房"概念。终身保障 + 免税取用 + 遗产传承。
Carrier Selection机构选择
Standard: Nationwide IUL Acc IIMore index options, flexible更多指数选择，灵活
Simple: Transamerica FFIULFast underwriting, high cap快速核保，高封顶
High face: Pacific Life PDXPerformance factor, complex cases绩效因子，复杂案例
Open second $1M policy at appropriate age for expanded legacy. Symetra for cancer-history underwriting.适龄时开立第二份$1M保单以扩大传承。Symetra适合有癌症病史的核保。
Monthly Premium:月保费: $300–$800
Total Deposit:总投入: $100K–$200K
Projected Legacy:预计传承: $6M–$16M
Carrier Strengths — When To Use Each合作机构优势——何时选用
NationwideIUL core, LTC, flexibleIUL核心、长期护理、灵活
Pacific LifeHigh face, EPFR, complex高保额、EPFR、复杂案例
TransamericaSimple IUL, fast UW, high cap简单IUL、快速核保、高封顶
Jackson NationalVA rollover, GMWB, RILAVA转账、GMWB、RILA
AtheneFIA, guaranteed incomeFIA、保证收入
AllianzFIA, index annuity, 222FIA、指数年金、222
EquitableRILA (SCS PLUS), structuredRILA (SCS PLUS)、结构化
InvescoSolo 401(k), SEP IRASolo 401(k)、SEP IRA
American FundsMutual funds, long-term共同基金、长期
BettermentRobo-advisory, taxable智能投顾、应税账户